Lucas
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How to Sell When the Prospect Thinks Your Price Is Unfair
- Published
- July 7, 2026
- Duration
- 9:37
- Summary source
- description
- Last updated
- Aug 2, 2026
Discusses Episode 98 of Sales Leadership tackles one of the trickiest objections in B2B sales: the prospect wh…
Summary
Episode 98 of Sales Leadership tackles one of the trickiest objections in B2B sales: the prospect who claims your price isn't just too high, but fundamentally unfair. Lucas and Luna dissect a real-world scenario from a $2.3 million enterprise deal where the client's procurement director accused the rep of 'price gouging' because their competitor charged 4…
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Show notes
Episode 98 of Sales Leadership tackles one of the trickiest objections in B2B sales: the prospect who claims your price isn't just too high, but fundamentally unfair. Lucas and Luna dissect a real-world scenario from a $2.3 million enterprise deal where the client's procurement director accused the rep of 'price gouging' because their competitor charged 40% less for a similar product. The hosts walk through the psychological distinction between price and fairness, why the anchoring effect and eq