Sales Leadership with Fexingo · 2026-07-21 · 6 min
In this episode of Sales Leadership with Fexingo, Lucas and Luna tackle a tricky moment every quota carrier dreads: the prospect who sees the final price in the proposal and balks. They break down why 'this is more than we expected' is often a communication breakdown, not a budget problem, using the example of a mid-market SaaS deal that was nearly lost over a $12,000 gap. You'll learn the three-step reframe that top reps use to unstick price objections without discounting - and why the best response starts with validating the shock, not defending the number. Lucas shares a specific script from a $340K deal that closed after the rep stopped justifying the price and started talking about the cost of inaction. Luna challenges whether this works in commoditized markets, and Lucas offers a boundary for when to walk away. If you sell anything with a price tag above a few thousand dollars, this episode gives you a repeatable move for the most common objection in B2B sales.
Other episodes covering the same guests and topics, from across The B2B Podcast Index.
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EP. 250 The Best Way to Respond to Objections is with Truth- Truth #13SALES with ASLAN · on sales objection handling60 / 100
Best of LinkedIn: Channel Marketing & Partner Ecosystem CW 33/ 34Best of LinkedIn: Strategic B2B Marketing · on B2B sales
How to Know If Your Sales and Marketing Are AlignedSales & Marketing Playbook: Unleashed · on B2B sales
How B2B Brands Use AI for Sales Territory PlanningThe Growth Operator with Fexingo · on B2B sales
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