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Buyer Psychology Certified | Masters
Module 1: Introduction to buyer psychology [30 mins]
Pre-course survey
How to get the most out of this course
Your course pack
What to expect from this course (2:02)
What is sales enablement? (1:52)
What is buyer psychology? (3:38)
Why is buyer psychology important? (3:51)
How buyer psychology can help sales (6:37)
Challenges of buyer psychology (5:31)
Key takeaways (1:11)
Coursework (0:41)
Time to reflect 💡
Resource library
Module 2: The psychology of buyers [110:00]
What you need to know (5:25)
Why you need to understand your buyers (8:37)
The buying center (9:14)
The bases of power (5:03)
What do your buyers want? (6:57)
The buyer journey (7:00)
Buyer psychology in the real world (6:06)
Fireside chat - Lyle Jacon
[Bonus] Understanding your customer journey to reduce churn and increase retention
Exam
Coursework (0:36)
Key takeaways (1:32)
Time to reflect 💡
Module 3: What influences buyers [60 mins]
What persuades someone to buy? (7:19)
The triangle rhetoric (4:29)
Buyer personality types (2:13)
Buyer behaviour (7:19)
Cultural differences (4:53)
The principles of sales psychology (7:32)
What about influencers? (4:24)
Fireside chat - Crystal Crouch (19:41)
[Bonus] B2B and B2C applications (5:15)
Exam
Coursework (0:40)
Key takeaways (0:50)
Time to reflect 💡
Module 4: Improving your sales techniques [100 mins]
Know your product or service (3:10)
Have better conversations (5:36)
Using the right language (3:45)
Sales techniques (6:55)
Discounts - 50% off or BOGOF? (3:25)
The perfect buyer psychology sale (4:28)
Fireside chat - Phill Agnew (20:00)
[Bonus] Understanding your customers (40:42)
Exam
Coursework (0:36)
Key takeaways (0:51)
Time to reflect 💡
Module 5: Metrics [40 mins]
B2B vs B2C (6:02)
Feedback loops (customers and company) (7:08)
Metrics (6:45)
Workshops and roleplays (3:35)
Exam
Coursework (0:46)
Key takeaways (1:35)
Time to reflect 💡
Wrap-up
Wrap-up (0:45)
Your feedback
Resource library
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[Bonus] Understanding your customer journey to reduce churn and increase retention
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