In this episode, Jake dives deep into the “Anchor” layer of the STRATA framework, exploring how shifting anchors can transform sales conversations and help both sellers and buyers make better decisions.
You’ll learn:- Why everything we make important can become the anchor for ourselves and others, and why price is often the default anchor in sales.
- How anchoring influences buyers’ perceptions and why it’s not always about price but the value attached.
- Practical techniques to reframe objections, shift anchors from cost to value, and put decisions into better perspective.
- Real world examples from business and personal life demonstrating anchor shifts.
- The psychology behind anchoring bias and how assumptions can mislead us.
- How to anchor prospects on positive outcomes or cost of inaction rather than just sticker price.
- Why anchoring happens in seconds and why being aware is key to mastering influence.
- How salespeople can avoid common pitfalls by knowing when to anchor and when to listen.
- The role of Orchestrate in detecting and suggesting anchors, making neurostrategy actionable.
- A preview of the next STRATA topics: Transfer and Action, the final steps in moving prospects forward.
If you want to influence your prospects ethically and effectively, master anchoring, and change the sales game, this episode is a must.
This episode is brought to you by Orchestraight, You can get a free trial of Orchestraight, an NLP based Lead Gen tool, for 7 days, up at orchestraight.com. Orchestraight, The straightest path to success.
