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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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
I've done is I've said, everybody else gets pushed off of the table over this way, right? I'm like, I'm sweeping all of them over. The model's wrong. This is the right model for you. And now I have time to talk about that. And if they say, which of your competitors “I would say, whichever one I would recommend to you, I would regret having you talk to them because their model is wrong. And I'm not, I don't want to help you with that particular decision. But what we could do is have a better conversation about how I get you these strategic outcomes.” I want to dig in on this one a little bit because you mentioned some points around, hey, what concessions are you going to be giving up and you're talking on the big things that they're going to be losing out on.
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