Lucas
Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
How Top Reps Handle Discount Requests from Procurement
- Published
- July 26, 2026
- Duration
- 8:29
- Summary source
- description
- Last updated
- Aug 19, 2026
Discusses Procurement professionals are trained to negotiate discounts, but most sales reps cave too quickly. …
Summary
Procurement professionals are trained to negotiate discounts, but most sales reps cave too quickly. In this episode, Lucas and Luna break down an actual negotiation with a $2.3 million SaaS deal where the procurement team demanded a 20% discount. They walk through the technique of using trade-offs instead of price cuts, how to reposition value when procur…
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Show notes
Procurement professionals are trained to negotiate discounts, but most sales reps cave too quickly. In this episode, Lucas and Luna break down an actual negotiation with a $2.3 million SaaS deal where the procurement team demanded a 20% discount. They walk through the technique of using trade-offs instead of price cuts, how to reposition value when procurement says 'your price is too high,' and why the best reps actually welcome the conversation. Plus, they share a script for trading scope or pa