Why should you utilize anchoring? How do you anchor a deal? How early in the negotiation should you do it? After 20+ years in sales—and extensive research on neurolinguistic science, Natural Language Programming (NLP), game theory, social dynamics, behavioral psychology, and anything to do with human behavior—Justin Michael has a handle on anchoring. He shares the lessons he learned from closing high-stakes deals in this episode of Negotiations Ninja.
Outline of This Episode
- [2:20] Learn more about Justin Michael
- [6:10] Anchoring in negotiation
- [9:49] Can you anchor too high?
- [15:03] Is it a matter of confidence?
- [16:33] How to persuade a C-level individual
- [19:19] Sales is the transference of belief
- [22:30] People buy emotionally and rationalize with logic
- [27:24] Be selective about your clients
- [30:29] Learn more about Justin’s new book
Resources & People Mentioned
- Tech-Powered Sales: Achieve Superhuman Sales Skills)
- Sales Superpowers: A New Outbound Operating System To Drive Explosive Pipeline Growth)
- Justin Michael Method 2.0)
- The JOLT Effect)
Connect with Justin Michael
Connect With Mark
- Follow Negotiations Ninja on Twitter: @NegotiationPod)
- Connect with Mark on LinkedIn)
- Follow Negotiations Ninja on LinkedIn)
- Connect on Instagram: @NegotiationPod)
Subscribe to Negotiations Ninja)
