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 on LinkedIn
• Follow on Twitter
• Justin's Substack

Connect With Mark

• Follow Negotiations Ninja on Twitter: @NegotiationPod
• Connect with Mark on LinkedIn
• Follow Negotiations Ninja on LinkedIn
• Connect on Instagram: @NegotiationPod

Subscribe to Negotiations Ninja