How do people make decisions? Perhaps more importantly: WHY do they make the decisions they make? Understanding the psychology behind how and why of the decisions your customers make is critical for positioning your proposition as the best solution for their problem.On today’s episode, I explain the psychological factors behind the corporate decision-making process and how to use it to produce more buying decisions. I explain how psychology - the customers and our own - guides us to make purchasing decisions and the connection between the customer’s tolerance to risk and their process for making a decision. I explain how the illusion of time can lead to a delay in the decision-making process and how to overcome this illusion by using the Backward Timetable strategy. I also explain how you can accelerate the relationship you want to develop with customers to drive faster decisions on your propositions. “Lack of reassurance is the #1 reason people don’t make a decision.” - Steve Bookbinder This week on Food For Thought Lunchbreak:Identifying what does not encourage customers to make purchasing decisionsWhy customers choose to delay the buying processThe psychological factors that impact the corporate decision-making processThe connection between the customer’s risk tolerance and their decision-making processIdentifying whether the customer is risk-averse or risk-tolerant and how you can use this information to make more salesHow to learn what your competitors missed when speaking with your customer and how this can help you learn how much risk the customer is comfortable with before making a decisionComparing right-brain and left-brain thinking decision-makingWhat Emotional Amplification meansHow to accelerate the relationship you want to develop with customersHow public opinion and rational impacts the corporate buyer’s decisionHelping customers rationalize their decisionHow peer consensus impacts the buyer’s decisionHow the illusion of time can often delay the buyer’s decision-making processWhat a Backward Timetable is and how it addresses the psychological decision-delayers 4 Steps to Drive More Purchasing Decisions:Learn the rationale of your best customers.Learn the past buying pattern of every new prospect or customer contact you meet this week.Try the Backward Timetable in a sales meeting - especially if there is fuzziness about timelines, due dates, or the use of loose language.Lead by example. It’s Time to Get More SalesThanks for tuning into this week’s episode of Food For Thought Lunchbreak with Steve Bookbinder. If you enjoyed this episode, head over to Apple Podcasts, subscribe to the show, and leave us an honest review. Don’t forget to follow us on Facebook, Twitter, and Instagram and share your favorite episodes on social media.And for more great content, news, and information on sales and marketing, be sure to visit the DM Training website.Food For Thought Lunchbreak with Steve Bookbinder is produced by Auxbus. You can create your own great podcast - faster and easier - at Auxbus.comSee omnystudio.com/listener for privacy information.