30 Minutes to President's Club | No-Nonsense Sales How to Control the Sale Without Sounding Pushy | Anthony Firenzi | Ep. 304 (Sell)
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Apr 29, 2025 In this session, Anthony Firenzi, Head of Sales at Unified GTM and a former top sales performer at Lattice, shares his secrets to effective selling without being pushy. He emphasizes framing yourself as a partner in negotiations and using discounts strategically to create urgency. Anthony discusses the importance of focusing on significant business problems during demos, and he offers actionable tips like pre-scheduling implementation calls to drive deal velocity. His insights redefine how to control the sales process with confidence.
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Use Slack to Speed Communication
- Add prospects to Slack to speed up communication and build closer relationships.
- Slack messages are less intrusive than emails and facilitate faster interactions.
Prescribe Instead of Asking
- Be prescriptive and guide prospects instead of asking for permission constantly.
- Tell prospects what steps are necessary based on your expertise and past experiences.
Leverage Reverse Demos
- Use reverse demos by having prospects show their current process.
- This reveals pain points naturally and allows you to position your solution effectively.