48 (Sell): Selling the model instead of the features in your negotiations (Anthony Iannarino, President @ SOLUTIONS Staffing)
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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

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