How Top Reps Turn Price Objections into Value Conversations

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. #SalesLeadership #PriceObjections #ValueSelling #SalesNegotiation #ClosingTechniques #SalesStrategy #PricingStrategy #SalesTraining #B2BSales #SalesReps #RevenueTeams #SalesManagers #DiscoveryCalls #DealWinning #SalesPsychology #Business #FexingoBusiness #BusinessPodcast Keep every episode free: buymeacoffee.com/fexingo