#52 - Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)

30 Minutes to President's Club | No-Nonsense Sales · Apr 21, 2021 · 31m

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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

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