#52 - Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)
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Four Actionable Takeaways:
- Reverse anchor on pricing with exaggerated deal terms.
- Sell the model vs the features when in a competitive deal negotiation.
- Focus on the outcomes in order to justify the price. You are the value proposition.
- Educate the customer on why getting higher level buy-in is in their best interest.
Anthony’s Path to President’s Club:
- Over 30 years of sales experience in staffing & B2B
- Creator of Iannarino Sales Accelerator
- Founder of B2B Sales Coach & Consultancy
RESOURCES DISCUSSED
More description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
Four Actionable Takeaways:
- Reverse anchor on pricing with exaggerated deal terms.
- Sell the model vs the features when in a competitive deal negotiation.
- Focus on the outcomes in order to justify the price. You are the value proposition.
- Educate the customer on why getting higher level buy-in is in their best interest.
Anthony’s Path to President’s Club:
- Over 30 years of sales experience in staffing & B2B
- Creator of Iannarino Sales Accelerator
- Founder of B2B Sales Coach & Consultancy
RESOURCES DISCUSSED
2021-04-21
31 min
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