Psychological Sales Killers -- Interview with Matt Sucha
About this episode
Kelly Riggs interviews behavioral science expert Matt Szczurek about the psychological barriers that prevent qualified prospects from making purchases.
Why do so many qualified prospects still choose not to buy—even after hearing a compelling presentation and a strong ROI story? Follow the audio podcast and watch OR listen wherever you are: https://linktr.ee/salesuntraining In this episode of Sales [UN]Training , Kelly Riggs welcomes behavioral science expert Matt Szczurek, author of The Hidden Yes , for a conversation about the psychology behind customer decision-making. Rather than adding more features, benefits, or discounts, Matt explains why top-performing salespeople first identify the psychological barriers keeping buyers from moving forward. Kelly and Matt break down the three most common mistakes sales professionals make: focusing too heavily on motivation instead of removing obstacles, relying on logical arguments instead of using context to shape perception, and implementing tactics before defining the behavioral outcome they want to achieve. The discussion also explores two of the hidden barriers covered in Matt's research. You'll hear why uncertainty often becomes the biggest conversion killer, how small changes in messaging can dramatically improve results, and why reducing perceived effort can make customers far…
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