Kai-Markus Mueller, a neuroscientist and consumer behavior expert, discusses the hidden dynamics of negotiation that can make or break deals. He reveals how framing can influence perceptions of value, using the Prada sweater strategy to illustrate this. The power of anchoring, why silence can be your secret weapon, and the psychology behind decision-making are explored in depth. Listeners gain insights on effective negotiation tactics that can be applied immediately, enhancing their sales and customer success strategies.
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question_answer ANECDOTE
Anchor Product Story
Kai uses the Prada vs Hugo Boss sweater story to show how an expensive anchor makes a cheaper product feel like a bargain.
The Prada sweater isn't meant to be sold; it's there to sell the Hugo Boss sweater.
insights INSIGHT
Silence Produces Invisible Pressure
Silence creates invisible pressure that shifts the other party's thoughts and physiological state during negotiation.
Treat silence as a strategic move you can use deliberately to influence outcomes.
volunteer_activism ADVICE
Use Anchors Deliberately
Use anchoring by presenting a high-priced option to make your main offering appear more valuable and affordable.
Offer a distinct premium option as a deliberate anchor even if you don't expect to sell it.
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In this episode, we dive deep into the psychology of deal-making with neuroscientist and pricing expert Kai-Markus Mueller, co-author of The Invisible Game.What if the key to winning more deals wasn't what you said, but how you framed it?
Join us as we explore how consumer psychology, neuroscience, and choice architecture shape negotiations, whether you're closing a new customer, renewing a contract, or negotiating your salary.Sponsored by Vitally: Book a demo and receive free AirPods Pro! → https://try.vitally.io/cs-talks/You’ll learn:- What the Prada sweater strategy teaches us about value perception- The power of anchoring in negotiation (and how to do it right)- How to master the visible vs invisible game in sales- Why silence is one of your strongest negotiation tools- What your customers’ brains (and your own!) are doing during a deal- Quick wins for applying framing, confidence, and timing to influence outcomesWhether you're a Customer Success Manager, a sales professional, or just curious about decision-making psychology, this episode will give you practical insights you can start using today.Learn more about “The Invisible Game” by Kai Markus Mueller & Gabriella Schneider book, a must-read for anyone in Customer Success, Sales, or Pricing Strategy.
https://www.amazon.de/-/en/Invisible-Game-Secrets-Science-Winning/dp/1394152981Connect with Us:Kai-Markus Mueller - https://www.linkedin.com/in/kaimarkusmueller/
Bayron Toruno - https://www.linkedin.com/in/bayron-toru%C3%B1o-solano-3a9408113/Follow us on:Instagram - https://www.instagram.com/cstalkspodcast/Tik-Tok @customer.success6Explore Our Podcast Website - https://cstalkspodcast.com/We're expanding to Latin America! Check out Customer Success Talks Latin America, our Spanish version of the show. Find the links in the description below.Spotify - https://open.spotify.com/episode/5R8kF7Yt0VbvNS1Wz06bmEsi=zshhJqR9RDevDal5GluZ0QYouTube - https://www.youtube.com/channel/UC11VRvlLrv3r46TaUr0zFlA
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