Sales Leadership with Fexingo · 2026-07-26 · 8 min
Procurement professionals are trained to negotiate discounts, but most sales reps cave too quickly. In this episode, Lucas and Luna break down an actual negotiation with a $2.3 million SaaS deal where the procurement team demanded a 20% discount. They walk through the technique of using trade-offs instead of price cuts, how to reposition value when procurement says 'your price is too high,' and why the best reps actually welcome the conversation. Plus, they share a script for trading scope or payment terms for margin. If you've ever felt pressure to slash your price just to keep the deal alive, this episode gives you a specific framework to push back without losing the deal. #SalesLeadership #Procurement #DiscountNegotiation #ValueSelling #SalesStrategy #B2BSales #NegotiationSkills #SalesTips #QuotaCarriers #SalesManagers #RevenueTeams #DealManagement #SalesProcess #PricingStrategy #FexingoBusiness #BusinessPodcast #SalesTraining #NoDiscounts Keep every episode free: buymeacoffee.com/fexingo
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