Slaying Sales in the Modern Era: The Human Edge Philosophy
Introduction: Selling to the Human Mind
Sales is not about products, quotas, or slick pitches—it’s about people. And if you want to truly Slay in this ever-shifting modern marketplace, you must master the art of guiding human decisions—not manipulating them. Drawing from decades of behavioral science and frontline sales know-how, this fresh approach weaves a bold new tapestry for today’s sales pros.
Why focus on the human mind? Because buyers make decisions powered by emotion (and some unseen biases), then justify those feelings with logic. Your mission is to meet them in that emotional space and spark the transformation they’ve been waiting for. In this series, we’ll reference:
- Daniel Kahneman on System 1 and System 2 thinking.
- Robert Cialdini on persuasion principles.
- Jeb Blount and Mike Weinberg for grit and realism.
- Matt Dixon for the Challenger mindset.
- Keenan for gap-selling.
- Jeremy Miner for NEPQ.
- Cass Sunstein for choice architecture.
The result is a human-centric, disciplined, and relentlessly effective sales approach—one that helps you Slay by aligning with your buyer, not forcing them. Let’s dive into Part I of this philosophy.
Part I: The Philosophy – Selling with the Human Edge
1. Prospect Irrationally, Plan Rationally
Buyers follow their gut more often than they’ll admit—just like Kahneman warned us. They don’t line up pros and cons neatly; they feel a need and act on instinct. Your job is to anticipate and position yourself to address those instincts before objections even arise. However, you must be meticulously strategic behind the scenes—research prospects, map out your approach, and maintain discipline in your preparation.
2. Influence, Don’t Coerce
To Slay the trust game, channel Cialdini’s six persuasion principles—reciprocity, commitment, social proof, liking, authority, and scarcity. This isn’t about trickery; it’s about giving real value, demonstrating credibility, and offering exclusivity without arrogance. By focusing on genuine insight, you build the kind of influence that converts skeptics into believers.
3. Own the Frame
Bored of reciting endless features? Harness Jeremy Miner’s NEPQ and Keenan’s gap-selling to shift focus. Ask transformative questions to illuminate the chasm between where the buyer is and where they want to be. Make that gap impossible to ignore—then show them how you are the bridge.
4. Challenge, Don’t Chase
Tired of feeling like a desperate yes-man? Matt Dixon’s Challenger Sale proves top performers confidently teach, tailor, and take control. Rather than accommodate every whim, offer unique, disruptive insights to rattle complacency. Pair that with Mike Weinberg’s no-nonsense style: zero in on high-value targets, and don’t waste time on tire-kickers.
5. Design the Choice
Cass Sunstein’s work on nudges teaches that small tweaks in how you present options can make a huge difference. Make your solution feel like the default, most obvious choice—without removing the buyer’s autonomy. By guiding the decision with subtle, well-placed nudges, you let them feel in control while you clear the path to a “Yes.”
6. Emotion Fuels, Discipline Closes
Enthusiasm might spark a buyer’s interest, but discipline is the engine that keeps deals moving. Jeb Blount’s Fanatical Prospecting reminds us that winning is about showing up consistently and methodically. So bring your passion, but support it with rigorous follow-up, accountability, and a plan that doesn’t collapse after one rejection.
Stay tuned for the next installment, where we dive into the concrete, step-by-step process that brings the Human Edge philosophy to life.
