Anchoring: The Surprising Reason Why It Works and Why It’s Not Just About Numbers


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Most salespeople have been exposed to the idea of anchoring: The first number put on the table in a negotiation “anchors” the negotiations around that price. So if you lead with a high price, the final deal will be larger. If you allow your buyer to lead with a lowball offer, the deal will be smaller.

But why does this work? In this Quick Take, you will learn why anchoring is more complex than it seems – and why it isn’t about setting expectations, why it isn’t limited to price negotiations, and how to frame proposals in a ways that helps buyers arrive at a favorable decision.

    This "Quick Take" training module is:

    Short – just about 5 minutes long – so even your most impatient managers will watch it

    Focused - It delivers a single “aha” that will change behavior

    Perfect for both team and individual training sessions.

    This training kit includes:

    • The 5 minute video learning module
    • Handouts for following along and taking notes
    • Discussion Guide to help direct meaningful follow up conversation and reinforce the message
    • Summary Sheet participants can hang by their desks for quick review
    • Quiz  to reinforces the training and allows you to track how well people internalized the concept


    100% Money Back Guarantee of Satisfaction:
    If you're not happy with this program, for any reason, simply return it for a full refund. No questions asked.