How to Sell When the Prospect Says Your Product Is Too Expensive

Episode 115 tackles one of the most common sales objections: 'Your product is too expensive.' Lucas and Luna break down why this objection often signals a value gap, not a price sensitivity. Using a real example from a $50 million enterprise deal at a cybersecurity firm, they explore how top reps reframe the conversation from cost to impact. They share a three-step framework to diagnose the real objection, build a business case with specific metrics, and use a 'consequence question' to shift the prospect's frame of reference. Along the way, they discuss the distinction between price objections and budget objections, and how to handle each differently. No scripts, no gimmicks — just practical conversation skills for quota carriers and sales managers. A must-listen for anyone who has ever been told they're too expensive at the eleventh hour. #SalesObjections #ExpensiveObjection #ValueSelling #EnterpriseSales #SalesFramework #SalesTechniques #ObjectionHandling #BusinessCase #SalesTraining #SalesLeadership #RevenueGrowth #B2BSales #SalesStrategy #Cybersecurity #Negotiation #Business #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo