 The anchoring effect is a well-known heuristic in sales, but I'm always amazed how many sales rep have heard of it, and yet don't actually use it to drive sales conversations forward (and close more deals).
If you don't make effective use of anchoring when talking to prospects, please take a few minutes to read this: Everything you need to know about anchoring in sales negotiations.
 The anchoring effect is a key heuristic in the sales negotiation process. It's part of every purchasing process—whether you know it or not.
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