Sales Leadership with Fexingo · 2026-08-07 · 7 min
In this episode of Sales Leadership with Fexingo, Lucas and Luna drill into the exact moment every sales rep dreads: the prospect says 'you're too expensive.' They break down why price objections are rarely about price, and how top reps pivot from defending a number to reframing the conversation around value. Using the example of a software company that lost a deal to a cheaper competitor, they show how the rep who got the deal didn't cut price - they changed the frame. Lucas shares a simple framework for diagnosing the real objection: is it budget, perceived value, or a lack of urgency? Luna pushes back on the idea that price objections can be handled with a script, and they both discuss why silence after a price quotation is the most underrated tool in a rep's kit. By the end, listeners have a concrete playbook for turning 'too expensive' into a discovery moment, not a dead end.
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