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Understanding Sales Essentials

Human Buying Psychology

Understand the buying process and what motivates people to buy. This will help you better understand how we engage with clients and prospects. This session helps you and I understand the mental thought process we go through before deciding to buy.

Objective.

Understand the mental thought process that a person goes through before making a decision to buy and how it aligns to a sales process

Agenda: 

Buying Motives
Building and Justifying Value
Human Buying Process
Sales Process

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Related SEEDL Summaries

To Sell is Human

To Sell is Human

"To Sell Is Human: The Surprising Truth About Moving Others" by Daniel H. Pink is a book that challenges the notion that sales is the domain of a select group of individuals with a specific set of skills. In fact, Pink argues that we are all in sales, as we spend a significant amount of our time trying to move others to our way of thinking, whether we are convincing our boss to give us a raise or persuading our children to clean their room. 

View To Sell is Human
Predictably Irrational: The Hidden Forces That Shape Our Decisions

Predictably Irrational: The Hidden Forces That Shape Our Decisions

Predictably Irrational: The Hidden Forces That Shape Our Decisions by Dan Ariely is a captivating exploration of the irrational behaviours that influence our decision-making processes. Drawing on numerous experiments and research studies, Ariely reveals the hidden factors that drive our choices and challenges the assumption of human rationality in economic decision-making.

View Predictably Irrational: The Hidden Forces That Shape Our Decisions
Buyology: How Everything We Believe About Why We Buy is Wrong

Buyology: How Everything We Believe About Why We Buy is Wrong

Buyology: How Everything We Believe About Why We Buy is Wrong by Martin Lindstrom is a fascinating exploration of the subconscious forces that shape our buying decisions. In this book, Lindstrom draws on extensive research and neuromarketing studies to challenge commonly held beliefs about consumer behaviour and uncover the hidden factors that truly drive our purchasing choices.

View Buyology: How Everything We Believe About Why We Buy is Wrong

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Duration
60 minutes
Facilitator
Jo Nash
Recommendation
100%
of Users who said they'd recommend this course.
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