Dbriefs Webcast

Behavioral economics and Business Chemistry: You had me at hello

Private Companies

February 21 | 2 p.m. ET | 19:00 GMT

Host: Bob Rosone, managing director, Deloitte LLP
1 Overview CPE credit | Specialized Knowledge

Psychologists and researchers often try to group and understand individuals based on personality traits. Can private company sales executives and relationship managers use similar techniques to understand decision makers' work styles and subsequently influence client decisions? We'll discuss:

  • Extending Business Chemistry concepts into marketing and sales.
  • How salespersons and relationship managers can use behavioral factors and contextual cues in a client relationship to identify the client's probable Business Chemistry type.
  • Likely cognitive biases of each Business Chemistry type.
  • Tailoring interaction styles, message delivery, and proposed solutions to a client's spoken and unspoken objectives.

Participants will explore how understanding behavioral economics and Business Chemistry can support effective client relationships and meaningful solutions.

You had me at hello: Leveraging behavioral factors and personality cues to improve customer relationships: 

While "reading" a new client correctly can be challenging for sales executives, it's also mission-critical. Learn ways to build solid customer relationships by understanding behavioral factors, contextual cues, and preferred working styles.

Get in touch

Robert Rosone

Robert Rosone

Managing Director | Deloitte LLP

Bob is a managing director with Deloitte LLP where he is focused on developing its middle market practice through Deloitte Growth Enterprise Services. His responsibilities include business development... More