Pathways to Sold: The Science Behind the Sale

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 More

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About Dominic Spano

Academically, Dominic Spano is a medical anthropologist with Ph.D. credentials earned at the University of Toronto. Dominic has spent most of his life as a salesman—a role that has shaped his view of human behavioural dynamics. Those perceptions resulted in two novels: Pathways to Sold, and The Defendant: Insights and Motivation for the Salesperson (in everyone). The former book explores the social scientific dynamics of buying and selling, while the latter is a novel that, through the story line, yields insights into the psychological, motivational, and behavioral dynamics that contribute or stand in the way of achieving one’s goals.

Dominic Spano’s later years were spent in the pharmaceutical industry, initially as a salesperson and later as a Medical Science Liaison. In those roles, Dominic acquired experience in the field of "relationship selling" as well. While in that role, Dominic attended annual psychiatric and psychological conferences, thereby gaining further insights via international symposia delivered by some of the world's leading authorities on human behavioral dynamics. That exposure, too, is reflected in his works, both in the two texts on sales dynamics as well as in the novel In The Twilight of the Moon, a tale of a family who has been oblivious to their deep emotional ties -- until a series of events brings those emotions to the forefront and, in the process, enables the family members to address the dysfunctions that had kept them apart for decades,

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