29 min listen
48 (Sell): Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)
48 (Sell): Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)
ratings:
Length:
31 minutes
Released:
Apr 21, 2021
Format:
Podcast episode
Description
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
RESOURCES DISCUSSED:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
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:
Time is running out to register for our upcoming 30MPC Live.
Download our exclusive cold calling battlecard by signing up for the newsletter.
Click this link for some extra goodies from 30MPC.
HELP US OUT!
What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!
Released:
Apr 21, 2021
Format:
Podcast episode
Titles in the series (100)
11: Running a top 1% podcast while holding a $3M quota (Scott Ingram, Host of Sales Success Stories): Scott Ingram is a legend in the sales world. Most people know him as the host of Sales Success Stories. But today, we deep dive into the big deal enterprise game.Four Actionable Takeaways:Start every day by planning out the whitespace for the day. Then just get after it.Use demoscovery. Ask how the process looks today, take the demo down a different path.Write a shared executive memo with recaps from every sales conversation.Don’t ever do a demo with 20 stakeholders in the room, you can’t satisfy every perspective.Scott Ingram’s Path to President’s ClubHost of The Sales Success Stories PodcastAccount Director @ Relationship One (where he carries a $3M quota)Creator of the Linkedin Sales Stars 100 list======================Outreach: Efficiently and effectively engage prospects to drive more pipeline, close more deals: https://click.outreach.io/30mpc======================Gong: Improve yo by 30 Minutes to President's Club | No-Nonsense Sales