Persuasion and Presentation Skills

Anchoring Your Way to Success with Persuasion and Presentation Skills 🎯

While training one of the world's largest chipset designers, I discovered a powerful persuasion and presentation strategy called anchoring, a technique Steve Jobs often used to great effect during Apple's dominating days.

Let's say you've just presented a proposal to an external stakeholder, and they're thrilled with the benefits but concerned about the cost.

Here's how to handle it:

✅ Ask the stakeholder what they think a similar package from another vendor would cost.
✅ If their estimate is higher than your price, reveal your lower cost, creating value in their mind.
✅ If their estimate is lower than your price, guide them through the value of each feature, building up to a higher total, then offer a "discount" to your original price.

For example:

Stakeholder: "With so many features, surely this would cost a lot!"

You: "How much do you think another vendor would charge for this?"

Stakeholder: "RM1,000."

You: "Indeed, we are only charging you RM500 for this."

They have created value (and a massive discount) in their own minds!

But what if they state a value which is lower than your asking price (RM500)?

Then, you have to guide them and continue to add it up to be higher than RM500, before giving them the good news.

Stakeholder: "RM400."

You: "Yes, the base proposal would cost RM400. With Feature A, we were advised to add RM350 more, totaling RM750. Given our relationship, we're excited to offer it to you for just RM500."

Use this anchoring strategy not only for pricing but also for negotiating timelines or resources.

i.e. It should take 5 months, but I can do it for you in 4 months.

It's a game-changer for persuasion and presentations! 🌟

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