Mehr Umsatz durch den Ankereffekt

Allgemein

Wer zuerst den Preis nennt, ebnet den Weg für die weitere Verhandlung.

Hi, mein Name ist Oliver Busch. Ich bin seit über 20 Jahren im Verkauf unterwegs und in meinem Kanal geht es um die Themen Verkaufen, Verhandeln, Rhetorik und das dazugehörige Mindset.

Heute möchte ich über einen total coolen Tipp sprechen, wie du in Zukunft deutlich mehr Umsatz generierst, wie du deutlich höhere Preise durchsetzen kannst und wie du deutlich mehr Menge verkaufst, wenn du Stückzahlgetriebene Produkte an den Mann bringst.

Heute geht es mir um das Ankern. Ankern kommt von der Psychologie und hier macht man sich  zunutze, dass unser Gehirn zwei voneinander unabhängige Zahlen versucht miteinander zu vergleichen. Du kennst das vielleicht von der selektiven Wahrnehmung, wo unser Gehirn, wenn du dir ein bestimmtes Auto kaufen möchtest, ein Filter vorsetzt und wenn du draußen unterwegs bist, dieses Modell viel häufiger wahrnimmst als wenn du dich damit nicht beschäftig hast.

Ich möchte dir das mal an drei Experimenten verdeutlichen, bevor ich dir sage, wie du dir das bei Verhandeln zunutze machen kannst. Und vielleicht hast du bei den Experimenten eine Vorstellung wie du dir das zunutze machen kannst. In einem Experiment hat man Menschen gefragt, was sie glauben, wie hoch ein Krustenmammutbaum ist. Man hat allerdings in der einen Gruppe vorher gesagt, glaubst du, dass der Baum höher oder niedriger ist als 366 m in einer anderen Gruppe hat man gesagt, glaubst du, dass der Krustenmammutbaum höher oder niedriger ist als 55 m. In der ersten Gruppe war der Durchschnittswert 257 m, in der zweiten Gruppe, wo man den Leuten zugeflüstert hat, 55 m, war die Durchschnittshöhe bei 86 m.

Jetzt könntest du sagen, aber Experten passiert das doch nicht, wenn man den vorher eine Zahl nennt, dass sie das versuchen zueinander zu vergleichen. In einem Experiment hat man, Autoexperten ein zehn Jahre altes Auto vor die Nase gestellt und die sollten nun schätzen. Der ersten Gruppe hat man nun eingeflüstert, das Auto müsste  einen Wert von € 5.000 haben, schätzt das mal. Die zweite Gruppe, den hat man zugeflüstert, das Auto sollte ein Wert von € 2.800 haben. Gebet mal euch Meinung dazu. Die erste Gruppe, wo man € 5000 gesagt hat, haben das Auto auf € 3.500 taxiert. Die zweite Gruppe, wo man € 2.800 gesagt hat, haben das Auto auf € 2.500 geschätzt. Eine Preisdifferenz von € 1.000.

Hieran erkennst du schon, wenn du vorher dem Kunden einen Wert nennst, dass sich automatisch, der innere Wert nach oben verschiebt. In einem anderen Experiment hat man in einem Supermarkt, Dosen übereinander gestapelt und rangeschrieben, – 15 %. Jetzt hat man an einem Tag drauf geschrieben, neben den 15 %, maximal 7 Dosen pro Person. Hat man das Schild wegegelassen, wurden nur halb so viele Dosen gekauft, als wie wenn das Schild da war. Hier kommt noch das Verknappungsprinzip zu tragen, worauf ich in einem anderen Video eingehen werde.

Doch wie kannst du das jetzt für dich nutzen? Indem du als erstes einen Wert, einen Preis, eine Menge nennst. Wenn du z. B. in einen Elektronikfachmarkt gehst und einen Fernseher kaufen möchtest, siehst du an prominenter Stelle immer, aber auch immer, die teuersten Fernseher, jenseits von € 5.000, meinetwegen auch 10.000-, 20.000- oder Hunderttausend-Euro-Fernsehen stehen da. Du hast allein durch die Wahrnehmung der Preise eine Verschiebung des inneren Budgets. Wenn du z. B. Produkte verkaufst, wo du mehrere Varianten hast, zeige das Hochpreisigste was du hast. Fange immer mit dem teuersten Produkt an, denn runterberaten geht immer…

Der Link zur kompletten Episode:

https://podcasts.apple.com/de/podcast/mehr-umsatz-durch-den-ankereffekt/id1273593558?i=1000391718798

993 Gedanken zu „Mehr Umsatz durch den Ankereffekt“

  1. You actually make it seem so easy with your presentation but I find this matter
    to be really something which I think I would never understand.

    It seems too complicated and extremely broad for me.
    I’m looking forward for your next post, I will try to get the hang of it!

    Antworten
  2. Pretty great post. I just stumbled upon your weblog and wanted to say that I’ve
    truly enjoyed surfing around your weblog posts. In any
    case I’ll be subscribing on your feed and I’m hoping you write again very
    soon!

    Antworten
  3. I am not sure where you are getting your information, but great topic.

    I needs to spend some time learning much more or understanding more.
    Thanks for magnificent information I was looking for this
    info for my mission.

    Antworten
  4. What i don’t realize is actually how you’re not really a lot more neatly-appreciated than you may be right now.
    You’re so intelligent. You realize thus significantly in the case of
    this topic, produced me individually believe it from so many
    various angles. Its like men and women aren’t interested except it’s one thing to do with Girl
    gaga! Your individual stuffs nice. All the time maintain it up!

    Antworten
  5. Aw, this was an incredibly good post. Finding the time and actual effort
    to create a very good article… but what can I say… I procrastinate a whole lot
    and never seem to get nearly anything done.

    Antworten
  6. Howdy would you mind letting me know which
    webhost you’re using? I’ve loaded your blog in 3 different
    browsers and I must say this blog loads a lot
    quicker then most. Can you suggest a good web hosting provider at a reasonable price?
    Thank you, I appreciate it! 0mniartist asmr

    Antworten
  7. Heya i’m for the first time here. I found this board and I find It really useful &
    it helped me out a lot. I hope to give something back and help others like you
    helped me. 0mniartist asmr

    Antworten
  8. Hey I know this is off topic but I was wondering if you knew of any widgets I could add to my blog that automatically tweet my newest twitter updates.
    I’ve been looking for a plug-in like this for quite some time and was hoping maybe you would have some experience with something like this.
    Please let me know if you run into anything. I truly enjoy reading your blog and I look forward
    to your new updates.

    Antworten
  9. Have you ever considered publishing an e-book or guest
    authoring on other sites? I have a blog centered on the same ideas you discuss and would
    love to have you share some stories/information. I know my visitors would value your work.
    If you’re even remotely interested, feel free to shoot me
    an e mail.

    Antworten
  10. I have been surfing online greater than three hours these days, yet I
    never discovered any interesting article like yours. It’s beautiful worth enough
    for me. In my view, if all website owners and bloggers made excellent content material as you did,
    the web will be a lot more useful than ever before.

    Antworten
  11. Woah! I’m really loving the template/theme of this blog.
    It’s simple, yet effective. A lot of times it’s very
    hard to get that „perfect balance“ between superb usability and visual appearance.
    I must say you’ve done a amazing job with this. Also, the
    blog loads super fast for me on Opera. Outstanding Blog!

    Antworten
  12. May I simply say what a relief to discover somebody who genuinely understands what they’re talking
    about online. You actually know how to bring a problem to light and make it important.
    A lot more people should check this out and understand this side of
    your story. I was surprised that you aren’t more popular because you certainly have
    the gift.

    Antworten
  13. Pretty nice post. I just stumbled upon your blog and
    wished to say that I’ve really enjoyed browsing
    your blog posts. In any case I’ll be subscribing to your
    rss feed and I hope you write again soon!

    Antworten
  14. Fantastic beat ! I wish to apprentice at the same time as you amend
    your web site, how could i subscribe for a weblog website?
    The account helped me a appropriate deal.
    I had been a little bit familiar of this your broadcast provided bright transparent idea

    Antworten
  15. scoliosis
    Hello, every time i used to check blog posts here in the early hours in the daylight, because
    i enjoy to gain knowledge of more and more. scoliosis

    Antworten
  16. scoliosis
    Thanks for ones marvelous posting! I truly enjoyed reading it, you may be a great author.
    I will remember to bookmark your blog and may come back sometime soon. I want to encourage one
    to continue your great posts, have a nice evening! scoliosis

    Antworten
  17. scoliosis
    I am really inspired with your writing talents as smartly as with the structure on your
    weblog. Is that this a paid subject or did you modify it yourself?
    Either way stay up the excellent quality writing, it is uncommon to look a nice weblog like
    this one nowadays.. scoliosis

    Antworten
  18. Thanks for one’s marvelous posting! I truly enjoyed reading it, you’re a great author.
    I will remember to bookmark your blog and may come back
    down the road. I want to encourage you to continue your great writing,
    have a nice weekend!

    Antworten
  19. I’m not sure exactly why but this website is loading
    incredibly slow for me. Is anyone else having this problem or is it a problem on my end?
    I’ll check back later on and see if the problem still
    exists.

    Antworten
  20. Pingback: what is viagra
  21. Hello just wanted to give you a quick heads up. The text
    in your article seem to be running off the screen in Firefox.

    I’m not sure if this is a format issue or something to do with web browser compatibility but I
    figured I’d post to let you know. The style and design look great though!
    Hope you get the problem fixed soon. Many thanks

    Antworten
  22. I’ve been browsing online more than three hours today, yet I
    never found any interesting article like yours.
    It’s pretty worth enough for me. Personally, if all website owners and bloggers made
    good content as you did, the internet will be much more useful
    than ever before.

    Antworten
  23. Hi there would you mind stating which blog platform you’re working with?
    I’m planning to start my own blog in the near future but I’m having a difficult time
    deciding between BlogEngine/Wordpress/B2evolution and Drupal.

    The reason I ask is because your layout seems different then most blogs and I’m looking for something unique.
    P.S Apologies for getting off-topic but I had to ask!

    Antworten
  24. I’ve been browsing online more than three hours nowadays,
    but I by no means found any fascinating article like yours.
    It’s lovely value enough for me. In my view, if all web owners and bloggers made good
    content material as you did, the net shall be a lot more helpful than ever before.

    Antworten
  25. It is the best time to make some plans for the future and it is time to
    be happy. I’ve read this post and if I could I
    want to suggest you some interesting things or suggestions.
    Perhaps you could write next articles referring to this article.
    I desire to read more things about it!

    Antworten
  26. I’ve learned a number of important things through your post. I would also like to express that there may be situation where you will get a loan and never need a cosigner such as a U.S. Student Aid Loan. But if you are getting a borrowing arrangement through a standard loan provider then you need to be ready to have a cosigner ready to allow you to. The lenders can base their own decision over a few components but the greatest will be your credit standing. There are some loan companies that will likewise look at your job history and come to a decision based on this but in almost all cases it will hinge on your ranking.

    Antworten
  27. I really love your website.. Very nice colors & theme.
    Did you develop this site yourself? Please reply back as I’m trying to create my own personal website and would love to find out where you
    got this from or just what the theme is called. Kudos!

    Antworten
  28. Hi there! This post couldn’t be written any
    better! Looking at this article reminds me of my previous
    roommate! He constantly kept preaching about this. I am going to forward this information to
    him. Pretty sure he will have a great read.
    I appreciate you for sharing!

    Antworten
  29. Greetings from Colorado! I’m bored to tears at work so I decided
    to check out your website on my iphone during lunch break.
    I love the knowledge you provide here and can’t wait to take a
    look when I get home. I’m amazed at how fast your blog loaded
    on my mobile .. I’m not even using WIFI, just 3G ..

    Anyhow, good site!

    Antworten
  30. I will immediately seize your rss feed as I can not to find
    your email subscription link or e-newsletter
    service. Do you have any? Kindly allow me know so
    that I may just subscribe. Thanks.

    Antworten
  31. I’ve been browsing online greater than 3 hours as of late, but I by no means discovered any fascinating article like yours.
    It’s pretty worth enough for me. In my opinion, if all site owners and bloggers made just right content as you probably
    did, the internet will probably be a lot more helpful than ever before.

    Antworten
  32. Hola! I’ve been following your site for a long time now and finally got the bravery to go ahead and give
    you a shout out from Houston Tx! Just wanted to tell you
    keep up the fantastic work!

    Antworten
  33. Hi! Someone in my Myspace group shared this site with us so
    I came to take a look. I’m definitely enjoying the information. I’m bookmarking and will be tweeting this to my followers!
    Terrific blog and superb design.

    Antworten
  34. It is appropriate time to make some plans for the future and it’s time to be happy.
    I have read this post and if I could I want to suggest you few interesting
    things or suggestions. Perhaps you can write next articles
    referring to this article. I want to read more things about it!

    Antworten
  35. I just could not go away your website prior to suggesting that I really loved the usual
    information an individual provide to your guests?
    Is going to be again often to check up on new posts

    Antworten
  36. Howdy, i read your blog occasionally and i own a similar one and i was just wondering if you get a lot of spam comments?

    If so how do you stop it, any plugin or anything you can advise?

    I get so much lately it’s driving me mad so any help is very much appreciated.

    Antworten
  37. I’ve been surfing online more than 3 hours nowadays, but I never found any
    attention-grabbing article like yours. It’s beautiful worth
    sufficient for me. In my opinion, if all webmasters and bloggers made just
    right content as you probably did, the web might
    be a lot more useful than ever before.

    Antworten
  38. Thanks for your posting. Another element is that being a photographer involves not only trouble in recording award-winning photographs but additionally hardships in getting the best photographic camera suited to your needs and most especially situations in maintaining the caliber of your camera. This really is very genuine and clear for those photography enthusiasts that are in to capturing a nature’s fascinating scenes – the mountains, the particular forests, the particular wild or the seas. Going to these daring places certainly requires a digital camera that can surpass the wild’s nasty conditions.

    Antworten
  39. I am extremely impressed with your writing skills and also with the structure for your weblog.
    Is that this a paid topic or did you customize it your
    self? Anyway stay up the nice high quality writing, it is uncommon to see a great blog
    like this one these days..

    Antworten
  40. I have been surfing online greater than three hours lately, yet I never found any fascinating article like yours.
    It is lovely worth enough for me. Personally, if all
    website owners and bloggers made good content material as you did, the net will likely be much more helpful than ever before.

    Antworten
  41. I simply wanted to thank you once again for the amazing web-site you have produced here. Its full of ideas for those who are genuinely interested in this subject, especially this very post. Your all so sweet in addition to thoughtful of others and also reading your blog posts is a good delight with me. And that of a generous gift! Tom and I will have excitement making use of your suggestions in what we should instead do in a few days. Our list is a kilometer long so your tips are going to be put to beneficial use.

    Antworten
  42. Hi there would you mind letting me know which hosting company you’re utilizing?

    I’ve loaded your blog in 3 completely different web browsers and I must say this blog loads
    a lot faster then most. Can you recommend a good hosting provider at a fair price?

    Thanks, I appreciate it!

    Antworten
  43. Hello just wanted to give you a quick heads up. The
    words in your content seem to be running off the screen in Safari.
    I’m not sure if this is a format issue or something to do with
    browser compatibility but I figured I’d post to let you know.
    The design and style look great though! Hope you get the problem fixed soon. Thanks

    Antworten
  44. Hi there! This post could not be written any better!
    Looking at this article reminds me of my previous roommate!
    He always kept talking about this. I am going
    to send this information to him. Fairly certain he’ll have a very
    good read. Thanks for sharing!

    Antworten
  45. Hey would you mind sharing which blog platform
    you’re using? I’m looking to start my own blog soon but I’m having a tough time deciding between BlogEngine/Wordpress/B2evolution and Drupal.
    The reason I ask is because your layout seems different then most
    blogs and I’m looking for something completely unique.
    P.S Apologies for getting off-topic but I had to ask!

    Antworten
  46. I’ve been browsing online more than 3 hours today, yet I never found any interesting article like
    yours. It’s pretty worth enough for me. In my view, if all website owners and bloggers made good content
    as you did, the internet will be much more useful than ever before.

    Antworten
  47. Thanks a lot for sharing this with all of us you actually recognize what
    you’re talking about! Bookmarked. Kindly additionally discuss with my site =).
    We could have a hyperlink trade agreement among us

    Antworten
  48. I have been surfing on-line more than 3 hours today, yet I by no means
    found any interesting article like yours. It is pretty value enough for
    me. Personally, if all website owners and bloggers made just
    right content as you probably did, the web will be a lot more helpful than ever
    before.

    Antworten
  49. I don’t even know how I ended up here, but I thought
    this post was great. I do not know who you are but certainly you are going to a famous blogger if you are not already 😉 Cheers!

    Antworten
  50. Woah! I’m really digging the template/theme of this blog.
    It’s simple, yet effective. A lot of times it’s very difficult
    to get that „perfect balance“ between user friendliness and visual appeal.
    I must say that you’ve done a awesome job with this. Also, the blog loads very quick for
    me on Firefox. Outstanding Blog!

    Antworten
  51. It’s the best time to make some plans for the long run and it’s time
    to be happy. I’ve read this post and if I may just I wish
    to suggest you few attention-grabbing things or tips.
    Maybe you can write next articles regarding this article.
    I want to read more things approximately it!

    Antworten
  52. It is appropriate time to make some plans for the future and it’s time to be happy.

    I’ve read this post and if I may I want to counsel
    you some interesting issues or advice. Perhaps you can write subsequent articles relating to this article.

    I wish to read even more issues about it!

    Antworten
  53. Hey there! I’ve been reading your blog for a long time now and finally
    got the courage to go ahead and give you a shout out from Porter Texas!
    Just wanted to tell you keep up the excellent work!

    Antworten
  54. I’ve been browsing on-line greater than 3 hours today, but I never discovered any attention-grabbing article like yours.
    It is pretty worth sufficient for me. In my view, if all webmasters and bloggers made good content material
    as you did, the web might be much more useful than ever before.

    Antworten
  55. I would also love to add if you do not surely have an insurance policy or else you do not participate in any group insurance, you will well really benefit from seeking assistance from a health agent. Self-employed or people with medical conditions generally seek the help of any health insurance brokerage service. Thanks for your article.

    Antworten
  56. Pingback: acyclovir dosing
  57. I’ll immediately grab your rss as I can’t in finding your email subscription hyperlink or e-newsletter service.
    Do you’ve any? Please let me understand in order that I
    could subscribe. Thanks.

    Antworten
  58. Greetings from Ohio! I’m bored at work so I decided to
    browse your website on my iphone during lunch break.
    I really like the info you provide here and can’t wait to
    take a look when I get home. I’m surprised at how quick your blog
    loaded on my mobile .. I’m not even using WIFI, just 3G ..
    Anyways, very good site!

    Antworten
  59. Hi there just wanted to give you a quick heads up.
    The text in your content seem to be running off the screen in Firefox.
    I’m not sure if this is a format issue or something to do with web browser compatibility but I figured I’d post to let you
    know. The style and design look great though! Hope you get the problem fixed soon. Cheers

    Antworten
  60. I have been browsing online more than three hours today,
    yet I never found any interesting article like yours. It is pretty worth enough for me.
    In my opinion, if all webmasters and bloggers made good content as you did, the
    internet will be much more useful than ever before.

    Antworten
  61. I absolutely love your site.. Pleasant colors & theme.

    Did you make this web site yourself? Please
    reply back as I’m planning to create my own website and would like to
    know where you got this from or what the theme is called.
    Thanks!

    Antworten
  62. It is the best time to make some plans for the future and it is time to
    be happy. I’ve read this post and if I could I want to suggest you some interesting things or suggestions.
    Perhaps you could write next articles referring to this article.
    I wish to read even more things about it!

    Antworten
  63. I’ll right away clutch your rss feed as I can’t find your email subscription link
    or newsletter service. Do you have any? Please permit me recognise so that I could
    subscribe. Thanks.

    Antworten
  64. Hi there, I discovered your web site by way of Google even as looking for a similar
    topic, your site came up, it looks great. I have bookmarked it in my google bookmarks.
    Hello there, just became aware of your weblog via Google,
    and located that it’s really informative. I am going to be careful for brussels.
    I’ll be grateful if you happen to proceed this in future.

    Lots of folks will be benefited from your writing. Cheers!

    Antworten
  65. I have been browsing online more than 3 hours nowadays, yet I never discovered any attention-grabbing article like yours.
    It is lovely price enough for me. In my view, if
    all webmasters and bloggers made excellent
    content as you probably did, the internet will
    likely be a lot more useful than ever before.

    Antworten
  66. It’s the best time to make a few plans for the longer term and
    it’s time to be happy. I have learn this put up and if I may I want to
    suggest you few fascinating issues or suggestions.
    Maybe you can write next articles relating to this article.
    I wish to read even more things about it!

    Antworten
  67. I’ve been surfing online greater than 3 hours lately, yet I by no means
    discovered any fascinating article like yours.
    It’s lovely worth sufficient for me. In my opinion, if all webmasters and bloggers made just right
    content as you did, the net will likely be much more useful than ever before.

    Antworten
  68. I was suggested this web site by my cousin. I am not sure whether this post is written by him as no one else know
    such detailed about my trouble. You’re incredible! Thanks!cheap nfl jerseys

    Antworten
  69. I have been browsing online more than 3 hours today, but I never found
    any interesting article like yours. It’s beautiful value enough for me.
    Personally, if all website owners and bloggers made
    excellent content as you did, the web shall be a lot more helpful than ever
    before.

    Antworten
  70. It is perfect time to make some plans for the future and it is time to be
    happy. I have read this put up and if I could I wish to suggest you few fascinating issues or advice.
    Maybe you can write next articles regarding this article.
    I want to read even more issues approximately it!

    Antworten
  71. I’ve been browsing online more than three hours
    today, yet I never found any interesting article like yours.

    It is pretty worth enough for me. In my opinion, if all web owners and
    bloggers made good content as you did, the web will be a lot more useful than ever before.

    Antworten
  72. Its like you learn my thoughts! You appear to know so
    much about this, like you wrote the ebook in it or something.
    I feel that you simply could do with a few percent to drive
    the message house a bit, but instead of that, that is
    magnificent blog. A great read. I’ll certainly be back.

    Antworten
  73. It is appropriate time to make a few plans for the long run and it is time to be happy.
    I’ve read this post and if I may I desire to recommend you some attention-grabbing things
    or advice. Perhaps you could write subsequent articles relating to this article.

    I desire to read even more issues approximately it!

    Antworten
  74. Wonderful blog! I found it while surfing around on Yahoo News.
    Do you have any tips on how to get listed in Yahoo News?
    I’ve been trying for a while but I never seem to get
    there! Appreciate it

    Antworten
  75. I’ve been surfing online more than 4 hours today, yet I never found any interesting article
    like yours. It’s pretty worth enough for me.
    In my view, if all website owners and bloggers made good content as you did, the web will be a lot
    more useful than ever before.

    Antworten