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The Psychology of Selling - Understanding How the Customer Thinks

Research tells us that buyers rely on more than logic — they rely on emotion.

In Richardson’s latest eBook, The Psychology of Selling — Understanding How the Customer Thinks, we look at a dozen studies to uncover the psychological principles driving the customer’s decision-making process. We explore:

  • Neuroscience that reveals how to get customers to open up and discuss needs
  • How “choice architecture” makes the buying process easy for customers
  • A way to balance information with insights for a more compelling customer conversation
  • Strategies for overcoming the buyer’s cynicism

download the ebook

About the Author

Richardson is a global sales training and performance improvement company. Our goal is to transform every buyer experience by empowering sellers with critical skills so they can create value to buyers and drive meaningful conversations. Our methodology combines a market proven sales and coaching curriculum with an innovative and customizable approach to learning that ensures your sales teams learn, master, and apply those behaviors where and when it matters most — in front of your customers. It’s our job to anticipate change in your industry so that your sales team can focus on fostering long-term relationships, becoming indispensable partners for their buyers.

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