Selling Smarter: Neuroscience, Artificial Intelligence, and the Art of Influence

In this course, we investigate trust, the buyer's decision process, modern selling methodologies, persuasion, and the art of influence.

Students apply ideas from each class in their own environment and have the opportunity to sharpen their skills in an artificial intelligence (AI)-powered national sales competition with over 2,000 other participants.

Students craft stories to inspire action using their urgent and important work initiatives as a basis and are able to actively refine their ideas in class.

Students receive quantitative feedback on how they engage a buyer, uncover needs, match solutions to needs, show empathy, and gain commitment.

They also design, implement, and reflect on a sales effort for a nonprofit organization.

This course is for sellers and sales leaders who want a systematic, comprehensive investigation of beliefs and behaviors of the top one percent of sellers; it is also for non-sellers in any function because almost all of us sell our ideas in exchange for other people's time, attention, or support.

Students emerge from this course better able to build trust faster and consistently influence and inspire others.