Latest / Sales Leadership with Fexingo: Quota Carriers, Sales Managers, and Revenue Teams
Sales Negotiation: The Power of Anchoring First
In this episode of Sales Leadership with Fexingo, Lucas and Luna dive into the psychology of anchoring in sales negotiations. Using the example of a used-car salesman who started at $15,000 for a car worth $10,000, they explain how the first number sets the stage for the entire negotiation. Lucas breaks down the research by Kahneman and Tversky, showing how anchors influence counteroffers even when the anchor is absurd. They discuss real-world applications from tech deals to enterprise sales, and share a counterintuitive tactic: when your prospect anchors low, don't counter with a…
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