Podcast episode
Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)
30 Minutes to President's Club21 Apr 202131 min
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 Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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and winning against competitors. So I love him. He was a blast. Three, two, one. Today's show is brought to you by ConsenSys, which helps your demo keep selling even when you're not in the room. Before I show a demo, I set it up like it might have to work without me. I include “these three slides before I drop in. Number one, the biggest problems I learned in discovery.” Number two, how we solve those problems. And number three, a what does success look like today slide. You can steal that exact 30 MPC demo deck template powered by ConsenSys. Go check it out in the show notes. Today's show was brought to you by Outreach, the agentic AI platform for
but I'm going to make you perfect now. It's not just tactical and actionable, it's practical, tactical, and actionable. So this needs to be something that you can use now right away. So here's what I want to tell you. You have to control the process, which means “at every single stage, you have to explain to the client why they need to take the next step” and why it's in their best interest to do that. So I'm not letting the client tell me, well, the next thing that we thought we might do, no, no, no, I'm happy to listen. But then I have to say something that sounds like this, Nick, and I know you care about the language here. And I know Armand does too. So the language sounds like this, Nick, would it be okay if I shared with you what
It's got a name. So it is a well, well-recognized strategy. It's very, very useful if you can do it. So we'll go to the trading value rule here. So this is for Armand, Nick. I know you're selfishly asking this question for yourself, but Armand brought it up earlier. So we'll just talk to “Anytime you ask for a commitment, you have to explain the value” that the client receives from saying yes to that commitment. Okay. So they don't have to guess at this. They're like, well, he's trying to get a deal. True. But what's the value for this person? So my conversation is going to say, Nick, I'd like to ask you if we could have one sort of
what is one bad habit that you see most salespeople doing that they need to quit, kick, and stop because it's hurting them more than it's helping? Everything has to come back to, this is about getting you the outcome. It has nothing to do with us, not bragging on us, not telling you about our awards, none of that stuff. It's all about, “let's get you the outcomes that you need, and I'm the one that can teach you the best way to do that.” So that's the thing. Get rid of all, like the first eight slides in your deck, either print them and then burn them, just like a ceremonial burning so you know that they're gone, and then bury their ashes in like four parts of your yard or something so they can't come back together.