Robert Phipps joins Will on this episode of the Salesman Podcast to discuss what “anchoring” is and how it can be used to improve the experience your buyers have when they deal with you and so lead to more deals.
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What is Anchoring?
The show is kicked off with Robert explaining exactly what the psychological tool of “anchoring” actually is and how it’s especially useful for salespeople.
“As a salesperson you need to be in control and control where things are going. Because if you lose control the buyer can throw you curve balls” – Robert Phipps
The show is wrapped up with Robert explaining how he started learning about, NLP, body language and non verbal communication whilst working in sales and how it effected his performance.
“The reality is, either you’re manipulating your client or they’re manipulating you” – Robert Phipps
Robert and Will also cover –
- What is anchoring and how can it be used in sales
- How crazy are the effects of this tool
- The process of anchoring positive states to yourself
- How to make your prospects happy at the thought of you calling them
- The morality of using psychological tools
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Guest info:
Robert is one of the UK’s best known body language experts and has given his commentary and analysis of all the major party political leaders since 2002.
Resident expert on the “Trisha Goddard Show” for more than eight years with well over 100 appearances whilst also working for several years as guest analyst on Big Brother’s Little Brother.
A renowned platform speaker and trainer Robert is in constant demand by both the media and business worlds. He has written and commented for almost every national newspaper and magazine in the UK and has contributed to many trade specific journals both here and abroad.
Show notes:
Body Language: It’s What You Don’t Say That Matters
