Navigating Anchors and Trades in Sales Negotiation

Contrary to their reputation as obstacles to the progress of
deals, anchors are a great opportunity to expand value, but you
must know how to respond when the opportunity arises. Today, Tim
Caito speaks about the benefits anchors can bring when properly
handled and how they tie into successful trading with customers. He
goes into detail about:

The importance of having the right negotiation mindset.

Why anchoring can be a double-edged sword.

How to recognize an anchor and steps to take when you hear
one.

Using anchors as opportunities to expand value.

Practicing your negotiation and trading strategy with your
Champion.


Here are some additional resources:

Negotiation Mindset | Ascender Course

https://rb.gy/dom3f



Key Ways to Prepare for Customer Anchors in Sales
Negotiations | Ascender Article

https://rb.gy/9jius



Negotiating Value – Presenting Multiple Options | Podcast

https://rb.gy/kb2oi



The Right Mindset for Sales Negotiations | Podcast

https://rb.gy/wr38d



Shifting the Negotiation Away From Price | Podcast

https://rb.gy/lc6ha




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