Sales Psychology: Tips that influence Buying Decisions Course
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Start anytime
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Study anywhere
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Learn practical skills
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Be job ready
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US$25 for HSMAI Members
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US$30 for Non-members
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2 Hours Study Time
Course Overview
Understand what influences customer decisions and develop the confidence and resilience needed for a successful hotel sales career.
Buying decisions are shaped by a combination of practical needs, emotions, personal motivations, past experiences and individual communication preferences. This course introduces the behavioural and psychological factors that influence how customers evaluate options and make decisions.
Participants will learn how to recognise different buyer styles, interpret non-verbal signals and adapt their sales approach to build rapport and trust. The course also explores the personal side of selling, providing practical strategies for managing stress, responding constructively to rejection and maintaining confidence.
All techniques are grounded in ethical, customer-focused selling—not pressure or manipulation.
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HSMAI MEMBER – US$25 | NON-HSMAI MEMBER – US$30
Course Modules
- Understanding Why People Buy
- Selling to Different Personality Types
- Dealin with Rejection
- How to succeed in Sales as an Introvert
- How to use Body Language to Win more Sales
- Managing Stress
- Summary & Quiz
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Course Outcomes
By the end of this course, participants will be able to:
- Understand the psychological factors that influence buying decisions.
- Recognise customer motivations, personality styles and communication preferences.
- Adapt sales conversations and build rapport, trust and confidence.
- Interpret body language and behavioural cues appropriately and ethically.
- Manage stress, rejection and resilience in sales situations.
This course is designed for hotel sales professionals who want to better understand customer behaviour and become more confident and adaptable in sales situations, including:
- Sales Coordinators and Sales Executives
- Business Development Managers
- Account Managers
- Sales Managers and Directors of Sales
- Meetings, events and group sales professionals
- Reservations and front-office team members with sales responsibilities
- Hotel commercial leaders
- People beginning or transitioning into a hotel sales career
It is particularly useful for professionals who conduct sales meetings, manage customer relationships, present hotel solutions, handle objections or experience the pressure and rejection that can accompany a sales role.
The course is entirely online and self-paced, with quizzes to check your knowledge throughout.
