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Foundations of Sales Psychology and Buyer Behavior · LearnSpace
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Foundations of Sales Psychology and Buyer Behavior

Курс от LearnQuest
Средний≈ 4.8 чАнглийский
О курсеНавыкиПрограммаПреподаватели

О курсе

Unlock the profound science of successful selling by exploring the psychological drivers that shape every buyer’s journey. This course equips you with the tools to decode motivation, influence choice, and build strategic rapport across cultures. Gain actionable methods to stand out in crowded markets, utilizing emotional intelligence, trust-building, and tailored messaging to drive better outcomes. By connecting modern research with regional insights, you’ll be ready to sell in India, the USA, or a multicultural team.

Навыки, которые вы освоите

Communication StrategiesConsultative SellingRapport BuildingConsumer BehaviourConsultative ApproachesMotivational SkillsTrustworthinessRegional SalesSelling TechniquesCustomer Relationship BuildingRelationship BuildingSales StrategyPersuasive CommunicationCustomer AnalysisCustomer InsightsGeneral Sales PracticesCommunicationMarketing PsychologyNeeds AssessmentSales

Программа курса

3 модулей · 45 учебных материалов

01The Foundations of Buyer Psychology17 материалов

Let's Get Started

Welcome to Sales Psychology and Buyer BehaviorВидеоThe Foundations of Buyer PsychologyВидеоLevel-Set with the CoachDIALOGUE

Cognitive Biases in Sales

Identify key purchasing biases with customer analysis.Видео

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Преподаватель курса

Foundations of Sales Psychology and Buyer Behavior
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Обучение на Coursera

≈ 4.8 ч

3 модулей

Язык: Английский

Часть программы вашего университета
Action Story: Seeing Beyond the Buyer’s BiasЧтение
Map sales messaging to buyer mental models.Видео
Adapt influence strategies to minimize buyer risk aversion.Видео
Cognitive Biases in SalesЗадание

Motivation and Behavioral Triggers

Uncover pain points using behavior-mapping techniques.ВидеоExpert Insights-3 Qs to Become a Strategic Sales LeaderВидеоActivate urgency through emotional and logical triggers.ВидеоCustomizing calls-to-action for personal and cultural motivators.ВидеоUncovering What Really Motivates BuyersDIALOGUEMotivation and Behavioral TriggersЗадание

Put it in Action: The Foundations of Buyer Psychology

Role play: Operations DirectorDIALOGUEThe Foundations of Buyer PsychologyЗаданиеFrom Psychology to Trust-BuildingВидео
02Building Trust and Effective Communication12 материалов

Let's Get Started

Building Trust and Effective CommunicationВидео

Empathy and Rapport-Building

Developing active listening routines for customer insight.ВидеоAction Story: Building Trust in a Distracted WorldЧтениеBuilding rapport with culturally-attuned micro-behaviors.ВидеоHarnessing prospect feedback for trust-based follow-up.ВидеоEmpathy and Rapport-BuildingЗадание

Clarity, Storytelling, and Influence

Crafting persuasive narratives to engage diverse stakeholders.ВидеоTranslating technical or complex offerings using relatable analogies.ВидеоLeveraging social proof, authority, and testimonials for influence.ВидеоStorytelling That Builds TrustDIALOGUE

Put it in Action: Building Trust and Effective Communication

Role play: Procurement ManagerDIALOGUEBuilding Trust and Effective CommunicationЗадание
03Consultative Selling and Adaptation16 материалов

Let's Get Started

Consultative Selling and AdaptationВидеоExpert Insights: Foundations of Sales SuccessВидео

Discovery and Needs Analysis

Using advanced questioning to uncover deeper buyer needs.ВидеоExpert Insights: The Buying CycleВидеоAction Story: Asking the Right Questions at the Right TimeЧтениеQualifying opportunities with SPIN/Challenger approaches.ВидеоAdjusting pitch cadence for client decision cycles.ВидеоDiscovery and Needs AnalysisЗадание

Adaptive Selling Techniques

Modifying selling styles for cross-regional and hybrid selling.ВидеоNavigating procurement, gatekeepers, and multi-stakeholder sales.ВидеоEmbedding behavioral assessments (e.g., DISC) into everyday selling.ВидеоAdapting Your Sales Style to Every BuyerDIALOGUE

Put it in Action: Consultative Selling and Adaptation

Role play: Head of OperationsDIALOGUEConsultative Selling and AdaptationЗаданиеFrom Trust to Sales StrategiesВидеоExpert Insights Unlocking Client ValueВидео