Anchoring Expectations: A Sales Psychology Technique

Anchoring shapes perception.

Mention a high-value outcome early, and everything else gets compared to it. It’s not manipulation—it’s mental positioning.

Say your solution saves £100k annually. Now, even a £10k investment seems small.

Anchors stick. They become reference points.

Want a proposal to feel reasonable? First, establish what *not* solving the problem costs.

Want a timeline to feel fast? Mention how long it typically takes without your help.

Anchoring sets the tone. It frames expectations. It makes your offer feel like the smart choice.

Use it early. Use it confidently.

In the absence of an anchor, buyers will create their own—and it may not favor you.