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URL: https://www.coursera.org/learn/retail-sales-psychology-the-essentials-of-selling-more

⇱ Retail Sales Psychology: The Essentials of Selling More | Coursera

Retail Sales Psychology: The Essentials of Selling More

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Retail Sales Psychology: The Essentials of Selling More

Included with

Gain insight into a topic and learn the fundamentals.
Intermediate level

Recommended experience

1 hour to complete
Flexible schedule
Learn at your own pace
Gain insight into a topic and learn the fundamentals.
Intermediate level

Recommended experience

1 hour to complete
Flexible schedule
Learn at your own pace

What you'll learn

  • Explain how neuroscience influences modern B2B buyer decision-making.

  • Apply AI-driven tools and sales psychology techniques to analyze buyer intent and engagement patterns.

  • Differentiate emotional and logical triggers that shape customer behavior across modern retail and B2B sales environments.

  • Design high-impact sales strategies using frameworks like E.P.I.C. and V.I.B.E. to improve persuasion and conversions.

Details to know

Shareable certificate

Add to your LinkedIn profile

Assessments

1 assignment

Taught in English

There are 2 modules in this course

This course redefines modern B2B Sales Training through a powerful blend of neuroscience, AI, and behavioral psychology. Designed for busy professionals, each 90-second lesson delivers a high-impact insight into the psychology of sales, helping learners understand how modern buyers think, decide, and purchase in today’s competitive marketplace.

Grounded in real-world sales psychology tips and evidence-based techniques, the course explores how psychology works in sales and how leading organizations apply behavioral science to improve engagement, persuasion, and conversion. Learners will discover practical applications of sales psychology, buyer behavior analysis, and AI-enhanced communication strategies that can be implemented immediately across digital and in-person sales environments. The course also introduces concepts related to consumer psychology in retail, and further the psychology impact on sales in the evolving B2B business landscape. This makes it valuable for professionals working across retail sales environments. Through concise, research-backed learning experiences optimized for attention and retention, the course achieves completion rates exceeding 85%, that is significantly higher than traditional sales training courses. Whether you are a sales leader, retail professional, entrepreneur, or early-career sales representative, this retail sales psychology course online provides actionable strategies to decode buyer behavior, strengthen messaging, and improve sales performance across modern sales channels.

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.

What's included

1 reading

1 reading•Total 5 minutes
  • Welcome to the Course: Course Overview•5 minutes

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.

What's included

15 videos1 assignment

15 videos•Total 19 minutes
  • The 3 Customer Types and How to Sell to Each•1 minute
  • Reading Buying Signals That Others Miss •1 minute
  • The Psychology of Color and Product Placement •1 minute
  • Social Proof That Sells•1 minute
  • The Scarcity Principle in Action •2 minutes
  • The Assumption Close That Feels Natural •1 minute
  • Anchoring and Price Positioning •1 minute
  • The Reciprocity Principle in Retail •1 minute
  • Framing Benefits vs. Features •1 minute
  • The Foot-in-the-Door Technique •1 minute
  • The 5 Real Reasons Customers Say No •1 minute
  • Price Objection Handling That Works •1 minute
  • The Alternative Close Strategy•1 minute
  • Creating Urgency Without Pressure •1 minute
  • The Follow-Up That Closes Later •1 minute
1 assignment•Total 20 minutes
  • Psychological and Predictive Foundations of Modern B2B Sales•20 minutes

Instructors

Starweaver
10 Courses•75,583 learners

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Frequently asked questions

Yes. The psychology of sales is widely used to understand buyer motivations, build trust, improve persuasion, and create more effective sales strategies.

Retail psychology helps businesses improve customer experiences, influence purchasing decisions, increase engagement, and drive higher sales and customer loyalty.

This course teaches how neuroscience, AI, and the psychology of retail sales influence buyer behavior, persuasion, engagement, and modern sales performance.

This course is ideal for retail professionals, B2B sales teams, entrepreneurs, marketers, sales leaders, and anyone interested in improving performance through sales psychology and customer behavior insights.

You’ll learn actionable sales psychology tips, AI-enhanced buyer analysis, persuasive communication techniques, and proven frameworks to improve engagement and conversions.

Understanding the psychology of sales helps professionals strengthen customer relationships, improve persuasion, optimize communication, and drive better business results across retail and B2B environments.

Successful sales professionals often apply behavioral insights, persuasion techniques, and sales psychology principles to better understand customer behavior and improve sales performance.

Yes, when applied responsibly. Ethical consumer psychology in retail focuses on improving customer experiences, communication, and personalization without manipulation.

To access the course materials, assignments and to earn a Certificate, you will need to purchase the Certificate experience when you enroll in a course. You can try a Free Trial instead, or apply for Financial Aid. The course may offer 'Full Course, No Certificate' instead. This option lets you see all course materials, submit required assessments, and get a final grade. This also means that you will not be able to purchase a Certificate experience.

When you purchase a Certificate you get access to all course materials, including graded assignments. Upon completing the course, your electronic Certificate will be added to your Accomplishments page - from there, you can print your Certificate or add it to your LinkedIn profile.

Yes. In select learning programs, you can apply for financial aid or a scholarship if you can’t afford the enrollment fee. If fin aid or scholarship is available for your learning program selection, you’ll find a link to apply on the description page.

Financial aid available,