The Psychology of Selling

Who This Book Is For

An ideal reader is a sales professional with some experience who wants a repeatable, defensible system rather than hype or gimmicks. They may work in B2B or B2C, inside or field sales, at a small-to-mid-size company, a fast-growth startup, or in a consultative role such as account exec or sales manager. They’re frustrated by inconsistent results, long cycles, or emotionally driven wins and losses, and they want predictability through a structured process. They’re willing to work on the inner game—self-concept, rejection tolerance, daily prospecting discipline—alongside the outer game: discovery, needs-based storytelling, proof, objections handling, closing, follow-up, and referrals. They value the psychology of buying, risk reduction, credibility, and ethical influence, and they track metrics to optimize pipeline health. They seek practical templates, a language that aligns with buyers’ priorities, and methods to increase win rates, deal size, and career progression. A reader who embodies coachable humility will implement quickly too.

Book Details