Pathways to Sold: The Science Behind the Sale
By Dominic Spano
Published: December 24, 2012.
This is one of the few books that examine the science inherent to the art of selling. It does not merely look at the reluctance to cold-call or to close, but at the underlying psychological and emotional causes, of that reluctance. While noting that mishandled objections costs sales, this text also speaks to the personality traits that interfere with overcoming the objections of certain customers