The Psychology of Decision-Making: Understanding How We and Our Clients Decide
Jason Cooper Overview:
This workshop explores the fascinating world of decision-making through the lens of psychology, examining why people make the choices they do and providing research-based strategies for better decisions in both personal and professional contexts.
Workshop Content
The workshop delves into the cognitive processes that influence our decisions, including:
- Mental models and schemas that shape how we interpret information
- Cognitive heuristics and biases that can lead us astray
- Attribution processes that affect how we explain events
- The powerful role of emotions in decision-making
- How attitudes guide our choices and behaviors
Participants will explore ambiguous situations where conventional methods may not lead to good solutions, and learn how psychological processes can explain apparent deviations from logic and rationality
Why you should Attend:
The workshop helps build decision-making confidence by teaching participants how to set clear objectives, practice scenario analysis, and develop critical thinking skills that lead to more assertive and resilient decision-making to understand different decision-making.
Areas Covered in the Session:
- Problem Recognition Stage
- How buyers identify needs and pain points
- Internal vs. external triggers that prompt buying decisions
- Techniques to help buyers recognize problems your solution can address
- Problem Recognition Stage
- How buyers identify needs and pain points
- Internal vs. external triggers that prompt buying decisions
- Techniques to help buyers recognise problems your solution can address
- Information Search Process
- How modern buyers research potential solutions
- The role of online resources, reviews, and word-of-mouth
- Strategies to position your content at critical information touchpoints
- Evaluation of Alternatives
- Understanding the criteria buyers use to compare options
- How buyers weigh choices against comparable alternatives
Who Will Benefit:
- Anyone in Sales
Speaker Profile
Jason Cooper is a highly sought-after sales trainer and coach. He is known for combining neuroscience, behavioural psychology, and practical sales strategies to help individuals and teams achieve peak performance. Based in Dublin, Ireland, Jason empowers sales leaders and professionals to adapt to changing buyer behaviours, build emotional intelligence, and develop the communication skills necessary to foster trust, credibility, and lasting impact. His dynamic training programs promote behavioural change, enhance personal branding, and leverage nonverbal communication for success.
With over two decades of experience, Jason has worked with various organisations, delivering transformative workshops and coaching sessions that yield measurable results. His empathetic, results-driven approach and ability to distil complex concepts into actionable strategies have made him a trusted partner for sales professionals and leaders worldwide. Passionate about unlocking potential, Jason equips his clients with the tools to excel in sales, leadership, and life.