The Psychology of Decision-Making in Sales

The Psychology of Decision-Making in SalesHosted by Sales Geek

Ever wondered what really drives decisions in sales — both yours and your customers’? Sales isn’t just about tactics and targets; it’s about understanding how people think, feel, and choose.

In this session, we’ll explore the psychology behind decision-making and what that means for sales professionals in today’s world. You’ll hear how top Geeks are using behavioural insights to shape their approach — from building trust and reducing friction, to navigating uncertainty and closing with confidence.

We’ll break down key psychological principles that influence buying behaviour, uncover the biases that affect judgment, and look at the small shifts in mindset that can have a big impact on your sales outcomes.

If you’ve ever asked yourself why a deal stalled, why a client suddenly changed direction, or how to better influence decisions — this session is for you. Expect practical takeaways, relatable stories, and that signature Sales Geek energy that brings fresh thinking to every conversation.