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

Anthony walks through the toughest points of negotiation and how you can win more competitive deals. He shares how to apply the same mindset of selling commodities (where every product is essentially the same thing) to a typical SaaS sale. 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 ======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve your win rates, clone your best sellers: gong.io/30mpc======================Vidyard: Free Screen Recording and Video Creationists: https://www.vidyard.com/30mpc======================Dooly: Instantly stop your CRM suffering: https://bit.ly/3kSahgE ======================Skipio: The Sales Rep's Playbook for Texting in the Sales Process: https://www.skipio.com/30mpcFocus Areas: Negotiation

30 Minutes to President's Club | No-Nonsense Sales