As my colleague Jonathan Tierney likes to say, “Sometimes selling contract staffing is a race to the bottom”. Unfortunately, forces outside of staffing like to commoditize contract staffing and they can’t understand that paying a little more actually makes the customer more money. Here are some sales strategies that may help negotiate a better price for the staffing company and better results for the client.
To gauge what price a potential customer is willing to pay, expert sales trainers emphasize a strategy that combines price anchoring with upward negotiation. The key is to have the customer name a price first, then use anchoring to influence the perception of value and negotiate upwards if necessary.
Sales expert Grant Cardone suggests starting by asking directly, “At what price would you feel comfortable buying today?” This question encourages the customer to disclose their budget and gives the salesperson a baseline from which to work. By knowing the customer’s ideal price, the salesperson can then strategically introduce the concept of value, justifying a higher anchor if needed.
Brian Tracy, a renowned sales trainer, emphasizes framing the conversation around benefits and outcomes to create room for negotiation. After getting the customer’s initial price, he suggests countering with, “Our solution is typically valued around $X, as it delivers [specific benefits].” This higher anchor may reorient the customer’s expectations and highlights why paying a bit more might be worthwhile.
Jill Konrath, a strategic sales expert, advises relating the anchor price to long-term value. This is a great play for staffers. For instance, if a customer suggests a lower budget, the salesperson might say,
“Most of our clients investing in this solution pay similar employees at $X per hour and are achieving results like better a quality employee, lower turnover, higher production, resulting in higher profits etc. Would you be open to adjusting the budget to reach similar outcomes?”
By positioning the higher price as an investment in value, the salesperson strengthens their anchor and gradually moves the negotiation closer to the target price.
Using these strategies—asking the customer to set the initial price, anchoring with justified value, and negotiating upwards—salespeople can help customers see the value in a higher price, often closing the sale at a level that benefits both sides.