This topic dives into some of the behaviours, emotions, and personalities of you and your customers or clients, involved in the sales process.

What is this topic about?

We start by considering the motivations behind purchase decisions by customers or clients. We then look at how body language – from you and by your customers – can be important in the process of buying. Finally, we look at the most common types of buyer personalities and how salespeople can help each reach a buying decision.

Why is this topic important?

This topic is important because the process of buying is never purely logical or rational. Human are motivated to buy for many different reasons and understand the psychology of buying and selling can assist sales people to be more effective with their customers and clients.

Who is this topic for?

This topic is suitable for any salesperson. It covers some more advanced content and therefore assumes some comfort with sales or experience with the sales process.

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