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:
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.