WEDNESDAY, APRIL 8, 8:30am - 9:30am -
As sales professionals we often assume that buyers make decisions logically, based on features, price, or ROI. But in reality, a lot of buying decisions are emotional first and rational second.
Even when a deal seems ready to close, buyers may hesitate. Contracts sit unsigned, decisions stall, and new questions suddenly appear. Why?
Because buyers are not just evaluating the solution, they are evaluating risk, change, and personal consequences.
Join the discussion as we explore the psychology behind buying decisions and why deals sometimes stall even when the value is clear. We will share examples of deals that were close but not quite across the finish line and share strategies we use that help move buyers to commit.