Using “Anchors,” when negotiating, refers to the psychological bias of how negotiators rely heavily on the first piece of information presented to them (the anchor) when making decisions or judgments. This first anchor in any negotiation has a powerful influence on subsequent negotiation discussions and can significantly impact the final deal.

Michael says “There has been a lot of hype from sales training companies on the “hybrid selling.” Let me make it clear, consultative selling skills is still the rock solid foundation of all B2B selling. In fact, myself and ELAvate have been training global salespeople in consultative selling for well over 30 years!