eBook: The Science of Decision Making
Improving win rate
What’s Inside
Unseen biases, emotions, and logic influence the customer’s buying decision at every turn.With Richardson Sales Performance’s eBook, The Science of Decision Making: Understanding the Psychology Behind Customer Decisions, sales professionals will learn the surprising ways customer decision making unfolds.
Findings from more than a dozen psychological studies reveal:
- Why short-term emotions drive long-term decisions
- Why context drives the choice to buy
- Why defaults influence decision making
- Why “sudden death aversion” slows the sale
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