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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The Sales Rep Who Won by Telling the Buyer He Was WrongClosing the Deal with Fexingo · on sales objection handling72 / 100
Starting Up #13 - Why 'Yes' Is Killing Your Startup: Fake Validation ExposedStarting Up · on sales objection handling64 / 100
How To Get More Leads at Your MSPNo Fluff MSP Marketing · on B2B sales52 / 100
WHY DO PEOPLE STALL AND NOT TELL THE TRUTH ABOUT THE DEAL?Sales Questions Show · on B2B sales46 / 100
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How Top Sales Reps Disqualify Prospects Early to Close More55 / 100How to Sell Against a Competitor Already in the Building85 / 100How to Handle a Prospect Who Ghosts You70 / 100How to Navigate the BANT Qualification Framework72 / 100How to Handle a Prospect Who Asks for a Discount78 / 100