Retail Sales Psychology: The Essentials of Selling More

Retail Sales Psychology: The Essentials of Selling More

位教师：Julian Jenkins

访问权限由 Coursera Learning Team 提供

2个模块

深入了解一个主题并学习基础知识。

中级等级

推荐体验

1 小时完成

灵活的计划

自行安排学习进度

2个模块

深入了解一个主题并学习基础知识。

中级等级

推荐体验

1 小时完成

灵活的计划

自行安排学习进度

您将学到什么

Explain how neuroscience influences B2B buyer decisions.
Apply AI tools to analyze buyer intent and engagement.
Differentiate emotional and logical triggers in the sales process.
Design sales strategies using frameworks like E.P.I.C. and V.I.B.E.

您将获得的技能

要了解的详细信息

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作业

1 项作业

授课语言：英语（English）

了解顶级公司的员工如何掌握热门技能

了解关于 Coursera for Business 的更多信息

Petrobras, TATA, Danone, Capgemini, P&G 和 L'Oreal 的徽标

该课程共有2个模块

This course redefines B2B sales training through a blend of neuroscience, AI, and behavioral psychology. Designed for busy professionals, each 90-second lesson delivers a pivotal insight that reshapes how sellers engage, persuade, and close. Grounded in how modern buyers actually make decisions, the course offers practical, evidence-based techniques that can be applied immediately.

Backed by research and optimized for attention, this high-impact format drives completion rates of over 85%—far exceeding traditional training. You'll gain AI-enhanced methods to decode buyer behavior, sharpen your messaging, and elevate your sales effectiveness across any channel. Whether you're a sales leader or early-career rep, this course gives you a competitive edge in today’s fast-evolving B2B landscape.

In this course, you’ll explore the psychological, neural, and AI-driven factors that influence B2B buying decisions. You’ll decode how buyers form impressions in six seconds, how emotions outweigh logic in enterprise sales, and how AI tools can predict and shape sales outcomes with precision. With practical strategies rooted in neuroscience and behavioral science, you’ll master frameworks to read digital body language, orchestrate multi-stakeholder deals, and drive conversions through personal value creation. By the end, you’ll be equipped to transform objections into buying signals, collapse sales cycles, and build a future-proof sales stack that leverages human and machine strengths.

涵盖的内容

1篇阅读材料

In this module, you’ll explore how neuroscience, AI, and behavioral psychology shape B2B sales effectiveness in the digital era. You’ll examine the science behind emotional decision-making, rapid buyer impressions, and the role of storytelling in driving action. You’ll learn how to harness digital body language, buying intent data, and AI-powered tools to anticipate objections, identify high-value prospects, and create trust—without a single in-person meeting. Finally, you’ll apply frameworks to decode complex stakeholder dynamics, personalize value, and make price a non-issue.