Negotiations Ninja Podcast

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 Grow