Anchoring in High-Stakes Negotiations with Justin Michael, Ep #431
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\u2014and extensive research on neurolinguistic science, Natural Language Programming (NLP), game theory, social dynamics, behavioral psychology, and anything to do with human behavior\u2014Justin Michael has a handle on anchoring. He shares the lessons he learned from closing high-stakes deals in this episode of Negotiations Ninja.\xa0
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\xa0
- [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\u2019s new book
- 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
- Follow Negotiations Ninja on Twitter:\xa0@NegotiationPod
- Connect with Mark\xa0on LinkedIn
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- Connect on Instagram:\xa0@NegotiationPod