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Behavioral Economics Sales Training
...Improve
customer acquisition and retention by understanding how people really
make decisions...
A
baseball bat and ball together cost $1.10. The bat costs $1 more than the
ball. How much is the ball? 10 cents, right? Fifty percent of Princeton
students tested said so.
The
10 cent answer is a result of instinctive thinking. Reasoning gives the
correct answer: 5 cents. But reasoning is hard work. Most people make most
decisions instinctively.
Behavioral
economics applies psychology to understand how people really make economic
decisions. Instinctive reasoning, loss aversion, framing and confirmation
bias are a few of many insights into buyer behavior that your sales force
needs to know about.
Behavioral
economics is the next generation sales technique. Salespeople that
don’t use behavioral economics will lose to those that do.
Our Sales Conference presentations and Behavioral Economics Sales
Training will get your team firing with this new tool. Salespeople
love it.
You’ll
get a new edge in client acquisition. You’ll retain more customers.
Marketing will improve their response rate.
Our
Offerings:
-
Sales Conference Presentation –
"The Next Generation of Sales Techniques:
Behavioral Economics"
-
Introduction to Behavioral Economics and Sales
– half day interactive training session
-
Behavioral Economics Sales
Training – full day workshop
Techniques
Covered:
Intuitive
vs. reasoning-based decision-making; context; loss aversion; reference dependence;
framing; mental accounting; passive acceptance
of default choices; confirmation bias; decision isolation; attribute
substitution; prototyping; “Law of small numbers”; narrow
framing; hyperbolic discounting; overconfidence; scope neglect; endowment effect;
mindless behavior; decision regret.
To get your
sales team running with this new tool, please call David Seabrook on
+1 (212) 580-3200 or email me at ds@learnprofit.com.
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