Behavioural Economics combines economics and psychology to explain why people make certain decisions and choices, including purchasing decisions, and how we can use this understanding to change, steer or nudge behaviour.
We commissioned research to define the behaviours and preferences that have the most influence on customer experience and purchasing decisions in the service environment. Our 2-day Behavioural Sales programme has evolved from this research, and focuses on what sales and service teams can do to positively influence decision making though communication. For example, indicating what other customers have purchased creates a cognitive bias that influences other customers to make the same decision.
The Behavioural Sales programme identifies some of the most powerful behavioural concepts that positively influence your sales process. Our Customer Conversation Model™ draws upon these concepts to drive brilliant sales through service conversations.
Who is the programme for?
The programme is for sales and sales through service teams who are ready for the next step, need to try a new approach to improve results, or want to gain a deeper understanding of how customers think and buy.