sales-psychology
3 free lessons tagged sales-psychology across Business. Each one is a short sequence of focused steps with narration and a five-question quiz at the end — take them in any order, no signup required.
Objections, Commitment, and the Ethical Close
The final stretch of a sale is behavioral too. This lesson covers objections as signals to understand not rebut, the commitment-and-consistency ladder of small yeses, using social proof and scarcity honestly, reducing perceived risk to beat loss aversion, and closing as a natural next step, with a hard look at why manipulation loses long term.
Discovery and Framing: The Questions and Words That Move Buyers
Great selling is mostly listening, then framing. This lesson turns behavioral science into conversation craft: SPIN questioning, the talk-to-listen ratio Gong found in winning calls, building the cost of inaction, and framing value with anchoring and contrast so the buyer feels the problem and the fit.
The Buyer's Brain: Behavioral Principles Behind Every Sale
Buyers decide with a fast, emotional, bias-driven mind, then justify with logic. This lesson maps the behavioral science every seller should know: System 1 and 2 thinking, loss aversion, anchoring, status-quo bias, and Cialdini's principles of influence, plus the ethical line between influence and manipulation.