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The Science Behind Sales: How People Really Make decisions

The Science Behind Sales: How People Really Make decisions

$5.00

In this episode of EveryDay ABA, Paola, Brittanny, and Leslie are joined by Graham Lukas, one of the top sales performers for Hyatt Vacation Club, to explore sales through a behavioral science lens. This is not a pitch about timeshares. It is a deep dive into influence, motivation, and persuasion using real-world sales examples. Graham…




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After listening to the episode, participants will be able to:

  • Describe how emotional variables influence decision-making and why logic follows emotion.
  • Identify parallels between effective sales practices and ABA principles (assessment, rapport, reinforcement).
  • Differentiate feature-based selling from motivation-based selling and explain resistance.
  • Explain how targeted questioning functions as informal assessment of motivating operations.

 

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