Welcome to CloseMode – the ultimate guide to mastering the art of closing deals, with a laser focus on late-stage strategies. Join us as we sit down with top enterprise sales leaders, uncovering their secrets to success, and learn how to handle objections, seal million-dollar deals, and achieve sales greatness. Subscribe now and get in the mode for actionable insights that will supercharge your sales career.
All content for CloseMode: The Enterprise Sales Show is the property of CloseStrong and is served directly from their servers
with no modification, redirects, or rehosting. The podcast is not affiliated with or endorsed by Podjoint in any way.
Welcome to CloseMode – the ultimate guide to mastering the art of closing deals, with a laser focus on late-stage strategies. Join us as we sit down with top enterprise sales leaders, uncovering their secrets to success, and learn how to handle objections, seal million-dollar deals, and achieve sales greatness. Subscribe now and get in the mode for actionable insights that will supercharge your sales career.
StreetSmart: The Impact of Anchoring in a Negotiation
CloseMode: The Enterprise Sales Show
15 minutes
9 months ago
StreetSmart: The Impact of Anchoring in a Negotiation
In this episode, Brian Dietmeyer [https://www.linkedin.com/in/brian-dietmeyer-5390052/] talks to Carrie Welles [https://www.linkedin.com/in/carrie-welles-a8534a7/] about the concept of anchoring in negotiations. They explore how initial offers or existing perceptions can significantly influence the outcome of negotiations, often more than any subsequent counteroffers. Brian shares insights from his experiences and studies, including anecdotes that illustrate the practical impact of anchoring on both personal and professional negotiations. This discussion is crucial for anyone looking to enhance their negotiation strategies and understand the psychological elements that affect decision-making in business.
Timestamps:
00:12 - Introduction to the topic of anchoring in negotiations.
00:45 - Brian discusses the importance of anchoring and its role in negotiation preparation.
01:22 - Explanation of why anchors are crucial in shaping negotiation outcomes.
02:01 - Discussion on different types of anchors beyond the initial offer.
03:50 - How anchors influence negotiations beyond pricing, including terms and configurations.
07:33 - Dive into the research behind anchoring and its psychological basis.
09:47 - Real-life examples of anchoring effects in negotiation scenarios.
11:37 - Strategies to reduce the impact of anchoring in negotiations.
13:49 - Importance of making the first offer and providing multiple solution options.
14:56 - Wrap-up and teaser for the next episode topic.
CloseMode: The Enterprise Sales Show
Welcome to CloseMode – the ultimate guide to mastering the art of closing deals, with a laser focus on late-stage strategies. Join us as we sit down with top enterprise sales leaders, uncovering their secrets to success, and learn how to handle objections, seal million-dollar deals, and achieve sales greatness. Subscribe now and get in the mode for actionable insights that will supercharge your sales career.
