Anchoring in High-Stakes Negotiations with Justin Michael, Ep #431
Update: 2024-02-05
Description
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
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