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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Navigating Anchors and Trades in Sales Negotiation

The Audible-Ready Sales Podcast

Teach customers to trade, not demand

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