Last week, you learned you're already equipped. This week, we're going deeper. You're about to understand the psychology behind every successful sale—and realize you've been using it your entire life.
The moment the psychology clicked for me:
About four months into my role at the company I joined, I stopped getting better by learning more tactics. I started getting better by understanding why things worked. Why did one email get a response and another get ignored? Why did one call end in a follow-up meeting and another go nowhere?
The answer was always the same: how well I understood what the other person was actually going through. Once I understood that, everything else—the words, the timing, the approach—became obvious. That’s what Week 2 teaches you.
It's not charisma. It's not being extroverted. It's not having the gift of gab or being born with some magical persuasion gene.
Great salespeople understand psychology. They know how people make decisions. They know how to listen for what's underneath the words. They know how to tell stories that resonate. They know how to handle objections without being defensive. And they know how to ask questions that get to the heart of what someone actually needs.
Here's the best part:
You're already using every single one of these skills. You just didn't know they had names—or that they're what actually close deals.
This week, we're diving deep into the five psychological skills that separate good from great:
Most people hear words. Great salespeople listen for what's NOT being said. You've been doing this since childhood—tuning in to what's underneath someone's words, reading between the lines, picking up on tone and hesitation. In sales, this is called discovery. And you're already an expert.
Understanding what someone's going through—not just hearing their problem, but genuinely getting it—is what builds trust. Women have been trained to do this our whole lives. We anticipate needs, manage emotions, and pick up on subtext. In sales, this is what separates transactional relationships from real partnerships.
In B2B, you're not convincing someone to buy a product they can get anywhere. You're selling trust, service, expertise, peace of mind, and the ability to solve a real business problem. They're buying you—your process, your reliability, your communication—not just the product.
Every time you've recommended something to a friend, you told them a story—what was happening before, what changed, and why it was worth it. That's the exact framework that closes significant deals. The story positions you as the person who understands their problem and can guide them to the solution.
Objections aren't rejections. They're just questions you haven't answered yet. Every time you've navigated a difficult conversation, resolved a conflict, or helped someone work through their concerns—that was objection handling. You already know how to do this without being defensive or pushy.
Great salespeople don't have the best pitch—they ask the best questions. Questions reveal what someone actually needs. Questions build trust. Questions make the client feel heard. And you already know how to ask them. You do it every time you help a friend think through a problem.
Most sales training focuses on tactics—what to say, what scripts to use, what objections to overcome. But that's backwards. Tactics without understanding are just mimicry.
When you understand the psychology behind why these skills work, you can adapt to any situation. You're not following a script. You're responding authentically. And that's what builds trust—which is what actually closes deals.
By the end of this week:
You'll understand why sales works. You'll recognize these skills in your daily life. And you'll start using them intentionally—not just in "sales," but everywhere.
This is where good becomes great. Let's go.