And how to sell while respecting the other side.
A good salesperson is no longer the one who can pitch, it's the one who can read. 70% of the B2B buying journey is now completed before the first commercial contact, and what's at play then is no longer rational, it's cognitive: trust, fluency, reciprocity, social proof. Modern sales isn't a matter of closing anymore, it's a matter of applied cognitive psychology.
The evidence: a simple piece of candy offered with the bill increases the tip by 23%, and that figure rises to 53% if the waiter returns a second time to offer another one « especially for you ». The content of the offer hasn't moved, only the psychological frame has changed. And the frame is what decides.
The stakes aren't about selling harder, but about selling better. From ethical influence principles to active listening techniques validated by research, there are powerful levers this talk reveals.
6 ethical influence principles validated by 40 years of research
5 questions that double your conversion rate
Why a silent salesperson converts better than a talkative one
How to build trust before the first argument
Founder of Krakn Behavioural (applied behavioural sciences, Paris-Geneva). Member of the American Psychological Association, president of Cercle LAB. Teaches at Sciences Po and ESCP Executive Education. Author of Déjouez les pièges de votre cerveau (Alisio).
See full profile →Let's discuss the format and context of your event.