Consumer Behaviour and Behavioural Economics Corporate Training
Consumer Behaviour & Behavioural Economics Corporate Training
Master behavioural economics, pipeline management, negotiation tactics, and account planning with Edstellar's instructor-led corporate Consumer Behaviour & Behavioural Economics training, a training provider for teams that builds sales skills.
Instructor-led group trainingVirtual / on-site / off-site10 languagesDelivered inEnglish, Spanish, Mandarin, German, Arabic, Portuguese, Hindi, French, Japanese, Italian100+ countriesWe have delivered inUnited States, United Kingdom, India, Canada, Germany, France, Netherlands, UAE, Saudi Arabia, Singapore, Australia, Japan, Brazil, South Africa and 90+ more countries
How we build a buyer-smart selling team
The Edstellar CONSUMER BEHAVIOUR Capability Model
Diagnose
Assess your team's grasp of buyer behavior and where behavioral friction costs your pipeline deals today.
Standardize
Build a shared language of biases, nudges, and choice architecture across your entire sales organization.
Practice
Run guided hands-on labs that apply persuasion, pricing psychology, and negotiation plays to live deals.
Measure
Track win rates, cycle time, and discount levels against the behavioral plays your team now uses.
Scale
Turn winning plays into a living playbook with coaching cadences that keep behavioral selling alive.
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Program Overview: What is Consumer Behaviour and Behavioural Economics?
Consumer Behaviour & Behavioural Economics is Edstellar's instructor-led program for sales and marketing teams who want the science behind why buyers decide. Participants study behavioural economics foundations, consumer decision journeys and choice architecture, nudges and pricing psychology, behavioural negotiation and objection handling, and account planning with behavioural segmentation. Discovery craft, persuasion technique, and negotiation discipline blend into repeatable sales plays.
Training pairs science with selling practice. Teams run persuasion labs, experiment with pricing psychology and nudge design, and practice behavioural objection handling in guided sessions with instructor feedback. Choice architecture exercises connect theory straight to live deals. The program closes with a capstone where the team authors a complete behavioural sales playbook they can use on their next call.
Sellers who guess at buyer psychology rely on discount and pressure, and lose to competitors who understand decision-making. Without the science, persuasion is just personality. This program teaches teams how consumers really choose, how to design choices that favour action, and how to negotiate with behavioural insight rather than blunt force.
The capstone playbook is the keepsake your reps actually open: a behavioural sales playbook written together by the team, with nudges for common objections, pricing-psychology plays, segmentation moves, and choice-architecture templates, tested in the lab and ready for Monday's calls. Unlike training notes that gather dust, this is a working tool reps pull up mid-week. Conversations start feeling less like pushing and more like steering, because the team finally understands the buyer across the table.
Across six modules, teams move from the science of decision making to a capstone sales playbook. The program blends discovery craft, persuasion technique, and negotiation discipline so learners leave with repeatable plays they can use on their next call.
What's Included in this Workshop for Your Enterprise Teams
- 1
Guided hands-on labs
Apply behavioral economics to real deals, quotes, and account plans in instructor-led labs.
- 2
Capstone project
Build a behavioral sales playbook for your team and defend it in a live review.
- 3
Negotiation practice
Run scored negotiation sprints with coaching until your tactics hold under pressure.
- 24 hours of instructor-led sessions, onsite or live virtual
- Hybrid delivery aligned to your team's selling rhythm
- Pre-program skills assessment for each cohort
- Post-program action plan and behavioral playbook template
- Course materials and lab guides for every participant
- Scheduling aligned to your team's working hours
Build your team's skills. Anywhere in the world.
Real-world use cases
from day one
Instructor-led training
for your teams
Delivered globally
in 100+ countries
Enterprise Training Solutions Customized for Your Company
One partner for instructor-led corporate training, delivered the way your teams work.
Request a Training Quote- Customized Training Delivery
- Scale Your Training: Small to Large Teams
- In-person Onsite, Live Virtual or Hybrid Training Modes
- Plan from 2000+ Industry-ready Training Programs
- Hands-On Labs on Live Infrastructure, Led by Industry Experts
Consumer Behaviour and Behavioural Economics Course Topics and Program Outline
A 24-hour applied program: behavioral economics foundations, consumer decision journeys, pricing psychology, negotiation craft, account planning, and a capstone sales playbook.
Built by Edstellar with behavioral sales practitioners
Built by practitioners who apply behavioral economics to live B2B pipelines, shaped around your stack and use cases.
We benchmark your team's buyer-reading skills and pipeline friction so labs target your biggest leaks.
Your team learns behavioral economics, decision journeys, and persuasion science through guided instruction.
Sellers redesign quotes, run negotiation sprints, and draft nudges in hands-on guided labs with coaching.
Your team ships a behavioral sales playbook with plays, scripts, and a coaching cadence that sticks.
24 hours of instructor-led, lab-driven behavioral selling ending in a sales playbook your team can run.
Delivered as
Delivered hybrid, onsite, or live virtual across 3 full days or six half-day sessions, matched to your team's calendar.
Guided lab: map five recent deals to the bias that most shaped each buyer's decision.
learna)Core biases: loss aversion, anchoring, framing, and social proof
b)System 1 vs System 2 thinking in real buyer behavior
c)How heuristics show up in discovery calls and pipeline stages
d)Translating behavioral principles into repeatable selling habits
Guided lab: friction-audit one live proposal and redesign its choice architecture.
learna)The five-stage consumer decision journey and where deals stall
b)Choice architecture: defaults, decoys, and bundle framing
c)Friction audit: removing cognitive load from your sales process
d)Designing guided paths through proposals and contracts
Guided lab: rewrite three losing quotes with behavioral pricing and nudge techniques.
practicea)Ethical nudges that move buyers without pressure or hype
b)Pricing psychology: anchoring, partitioning, and charm cues
c)Scarcity and urgency signals that stay credible and compliant
d)Hands-on persuasion drills against real buyer personas
Guided lab: run two scored negotiation sprints and refine your concession playbook.
practicea)Reframing objections as unmet needs using discovery probes
b)Concession choreography: trading, bracketing, and if-then framing
c)Silence, pacing, and anchoring tactics for live negotiations
d)Practiced negotiation sprints with instructor coaching
Guided lab: build a behavioral account plan for a live strategic account.
practicea)Behavioural account segmentation: motivations, not just firmographics
b)Stakeholder mapping: champions, blockers, and silent approvers
c)Sequencing outreach for cumulative influence across the buying group
d)Forecasting discipline: behavioral signals that predict slippage
Capstone lab: deliver a behavioral sales playbook for your team and defend it live.
applya)Diagnosing behavioral friction across your team's pipeline
b)Designing nudges, messages, and pricing for priority deals
c)Building the playbook: plays, scripts, and coaching cadence
d)Final defense: presenting the playbook to instructor review
Customize this program tailored to your team?
Tell us your training needs: what your team already works with, the level they’re at, and the topics you want them to focus on. We’ll adjust the modules, duration and hands-on labs, and send you a customized outline for your group.
Key Skills and Outcomes Your Team Will Gain
Every outcome is practiced in guided labs and reinforced in the capstone, so your team leaves ready to sell to the buyer's brain.
Decode buyer biases
Spot loss aversion, anchoring, and framing in discovery and tailor your approach to each buyer.
Architect choices
Design defaults, bundles, and proposals that make your offer the easy decision.
Apply nudge design
Deploy ethical nudges and pricing cues that lift conversion without pressure tactics.
Negotiate behaviorally
Reframe objections, choreograph concessions, and trade on value instead of discount.
Plan accounts behaviorally
Segment and sequence accounts on buyer motivation to build influence across the group.
Forecast with signals
Read behavioral commitment signals that predict slippage before it hits your forecast.
Coach the playbook
Run a team playbook with plays, scripts, and a coaching cadence that sustains results.
Teams that Benefit from this Consumer Behaviour and Behavioural Economics Group Training
Built for sales teams and revenue functions that need to understand why buyers decide the way they do. Content adapts to role and experience so each cohort practices the workflows it owns.
Win more deals with buyer psychology
Give AEs the behavioral toolkit to run discovery, proposals, and negotiations that convert.
Workflow friction
- Deals stalling on hidden objections
- Discount pressure eroding margins
- Prospects going dark mid-cycle
How the program helps
- Higher close rates on competitive deals
- Shorter cycles from sharper framing
- Cleaner handoffs from discovery to close
Practice use cases
- behavioral discovery
- proposal reframing
- negotiation sprints
Turn cold outreach into real conversations
Help SDRs use behavioral hooks and choice cues that earn replies and booked meetings.
Workflow friction
- Low response rates on outreach
- Calls that end without next steps
- Prospects dropping after discovery
How the program helps
- More replies from cold sequences
- Better qualification on first calls
- Cleaner pipeline entering AEs
Practice use cases
- message hooks
- sequence design
- qualification probes
Grow accounts with behavioral insight
Help CS teams read buying signals, time expansions, and renew without discounting.
Workflow friction
- Renewals won on discount alone
- Expansion asks landing flat
- Champions leaving mid-term
How the program helps
- Higher expansion and upsell rates
- Renewals won on value, not price
- Earlier churn risk detection
Practice use cases
- expansion timing
- renewal framing
- champion mapping
Cohorts are grouped by role and selling motion so labs match the deals each team owns.
Prerequisites: This program suits sales reps, SDRs, account managers, and revenue leaders who work live deals. No prior economics or psychology background is required, though familiarity with your own pipeline helps. Instructors adapt labs to your markets, buyers, and current deal priorities.
Sales Rep to Behavioral Selling Lead
Start with decision science and choice design, advance through negotiation and account planning, and finish able to design and coach a behavioral sales playbook.
One program that grows with sales careers, from buyer basics to confident behavioral selling.
Mixed cohort, or several teams at once?
We can tailor the training to different teams, roles, and experience levels within the same program.
Certificate of Training Completion.
On successful completion, employees receive an Edstellar course completion certificate, recognizing their commitment to ongoing learning and professional development. It validates the skills they have built and motivates them to keep growing and contribute to organizational success.
Earned, not attended. Awarded on completion of all hands-on labs and the capstone project.
Training Delivery Modes: Virtual, Onsite and Hybrid
Instructor-led delivery shaped to your team's calendar: live virtual for distributed sellers, onsite for team workshops, or hybrid for both.
Hybrid Training
A flexible mix of onsite workshops and live virtual labs, so sellers learn without losing selling days.
- Onsite workshops plus remote labs
- Calendar-friendly scheduling
- Live instructor guidance in every session
- Same curriculum and labs in all formats
Onsite Training
Delivered at your facility with instructors working through your real deals and account plans.
- Tailored to your deals and accounts
- Direct team alignment in one room
- Workshops built on your pipeline
- Hands-on labs with your scenarios
Live Virtual Training
Fully interactive live virtual sessions with guided labs in shared environments and small-group breakout work.
- Live instructor-led sessions, not recordings
- Guided labs in shared workspaces
- Breakout rooms for team groups
- Scheduling across time zones
Need a training format that works for your team?
Full days, half days across weeks, or split by module. Tell us the delivery window and we schedule the cohort around it.
Frequently Asked Questions
Share your team size, locations, and delivery preference and we will return a tailored quote within one business day.
Yes. A discovery call with a training advisor helps us map your pipeline priorities to the curriculum before you book.
Yes. Live virtual sessions run with guided labs in shared workspaces and breakout rooms for team groups.
Yes. Onsite delivery is available at your facility, with instructors working through your real deals and accounts.
The program runs 24 hours of instructor-led time, typically across 3 full days or six half-day sessions.
Question not answered here?
Put it in the request. A training specialist answers it directly, within one business day.
Where this Training Fits in Your Team's learning path.
Behavioural insight works best on top of solid research, so this course follows market research. Your team learns why customers decide the way they do, then hears it directly through voice-of-customer programmes, and finally applies behavioural thinking to pricing, where small framing choices change revenue.
Why Choose Edstellar as Your Consumer Behaviour and Behavioural Economics Training Provider
Edstellar delivers instructor-led behavioral selling training built around your buyers, your deals, and outcomes you can measure.
EXPERT TRAINERS
YEARS DELIVERING
ORGANIZATIONS TRAINED
CERTIFIED
Tailored
Modules, labs, and the capstone are tailored to your buyers, deals, and pipeline priorities.
Proven Methodology
Training follows a proven assess, learn, practice, apply arc that turns buyer insight into booked revenue.
Practice-Based Learning
Six guided labs and a capstone have teams redesigning real quotes, deals, and account plans.
Expert Trainers
Sessions are led by behavioral sales practitioners who coach teams on live B2B pipelines.
Global Scale
Consistent behavioral selling programs delivered across regions, time zones, and selling teams.
Measurable Outcomes
Win rates, cycle time, and discount levels show exactly what each behavioral play delivered.
Apply Behavioral Insight to Buyer Journeys, Pricing, and Sales Conversations
Edstellar connects behavioral economics with the practical choices buyers face during a sales process. Participants examine decision patterns, simplify proposals, and test pricing and negotiation approaches through guided cases. Their sales playbook is reviewed for thoughtful use of behavioral concepts, clear customer choices, and evidence supporting the proposed account actions.
- Step 01
Consult
We explore buyer interactions and proposal challenges to identify gaps in recognizing decision biases, reducing friction, framing prices, and handling negotiation pressure.
- Step 02
Plan
We establish behavioral foundations before decision journeys and choice architecture, then pricing, negotiation, and account segmentation within the team sales playbook.
- Step 03
Align
We align behavioral selling facilitation with sales, account, and revenue roles, introducing economics concepts through recognizable buyer situations rather than assuming psychology expertise.
- Step 04
Customize
We tailor fictional proposals, quote comparisons, and negotiation cases to relevant markets, keeping buyer choices transparent and behavioral assumptions open to challenge.
- Step 05
Execute
Participants audit proposal friction, reframe pricing, and rehearse negotiations, receiving feedback on concept application, customer clarity, concession discipline, and segment relevance.
- Step 06
Evaluate
We assess the playbook for justified behavioral insights, understandable choice design, credible account assumptions, and practical coaching guidance for the selected sales situations.
Also from Edstellar
Talent assessments
Psychometric, behavioral, leadership and 360-degree assessment.
→Training needs analysis
Needs analysis, gap identification, and a training roadmap.
→L&D consulting
Learning strategy, content, technology and ROI measurement.
→OD consulting
Org design, succession planning and cultural change.
→Managed training services
Training outsourcing, vendor management, logistics and administration.
→Coaching solutions
Executive and manager coaching that keeps skills in use.
Start an RFP shaped to your needs.
Answer three quick questions about team size, scope, and how often you need the program run, then send the request from the last step. Everything you choose travels with it, so you only fill this in once.
How many team members need training?
Consumer Behaviour & Behavioural Economics Training Training Packages & Pricing
Where L&D holds an annual budget, license packages price the whole year at once instead of raising a purchase order per workshop. Hours and licenses are pooled across teams, programs and locations, so unused capacity is not stranded in one department.
Starter
120
trainee licenses64 hours of group training
Tailored for SMBs
Growth
320
trainee licenses160 hours of group training
Ideal for growing SMBs
Enterprise
800
trainee licenses400 hours of group training
Designed for large corporations
Custom
Unlimited
trainee licensesDuration set by the rollout
Multi-region and multi-year
Training Packages & Pricing
Choose the training format that works for your team. Pricing is customized based on your requirements, cohort size, and delivery needs.
Request Consumer Behaviour and Behavioural Economics Training for Your Team
Tell us about your team, pipeline, and timelines and we will design a behavioral selling program around your deals.