Sales Therapy: What I Learned in Therapy That Transformed My Sales Strategy
I started therapy to get better at dating. I left with a deeper understanding of myself—and a breakthrough sales strategy. This is your permission slip to treat sales like therapy. Here’s what I learned.
Sales Therapy: What Behavioral Assessments Can Teach You About Closing the Deal
So, here’s a truth bomb for you—I started therapy last month for the first time in my 41 years of life. Why? To get better at dating and relationships. (Stay with me, I promise this turns into a sales tip that could make you money.)
Fun fact: I found out I’m a Social 3 “Prestige” on the Enneagram. Translation? I treat relationships like sales deals—I want to win. I want to close. I want the gold star. Honestly? Great for my clients. Terrible for my love life.
But that discovery sparked a revelation: the way I operate in relationships is eerily similar to how I operate in sales. And if I didn’t have that clarity—aka self-awareness—I’d keep running the same patterns expecting different results. (Also known as insanity, right?)
The Sales Strategy Hidden in Your Personality Type
It’s the exact reason we kick off every sales training at The Middle Six with a session called “The Science of Sales.” We use The Predictive Index to help people understand their natural selling style, their superpowers, and their caution areas. Because the truth is: you can't change what you don't acknowledge.
And yes, I’m talking to you too—because whether you like it or not, you ARE a salesperson.
You’re selling when you get your toddler to put their shoes on. You’re selling when you convince your partner that a beach vacation is way better than a hiking trip. And you’re definitely selling when you explain to your boss why you deserve that raise.
Why Sales Self-Awareness Is Your Competitive Edge
To get really good at selling, you’ve got to do a little “sales therapy” of your own. You have to come to terms with who you are—how you're wired—and how that affects the way you connect with others.
Let me give you a practical example. Maybe you're someone who naturally moves at a slow and steady pace. You’re thoughtful. Deliberate. Probably the person who reads all the instructions before assembling IKEA furniture. That’s a gift! It means you're not going to rush the sales process or pressure someone into a decision they’re not ready to make.
When Your Comfort Zone Costs You the Sale
But here's the flip side: if you're in a situation where your buyer has a high sense of urgency and needs a solution yesterday, your steady approach could cost you the deal. You might think you're respecting their space, but in reality, you're missing their buying window because you're not matching their pace.
This is what I call behavioral mismatch. And it’s one of the biggest blind spots salespeople have.
The Danger of Projecting Your Preferences Onto Buyers
Sales therapy helps you realize that not everyone thinks, acts, or decides like you. That’s why tools like The Predictive Index are so powerful. They give you insights into not just yourself, but the people you’re selling to.
Back to therapy for a sec. I realized that just like in dating, I was projecting my own preferences and fears into sales conversations. I’d avoid “the close” because I didn’t want to come off too strong—or I’d push too hard, thinking I was being assertive, when really I was just making the other person uncomfortable.
Need a Sales Therapist? You’re Looking at Her.
When I say everyone needs a sales therapist, I mean it.
Someone to help you unpack your wiring. Someone to show you how your strengths can double as caution areas. Someone who can gently say, “You’re not closing deals because you’re making it about you.”
So, here’s your assignment: Find out your sales style. Take the Predictive Index assessment and figure out how you’re wired to sell. Are you a driver who needs to slow down and listen more? Or are you a nurturer who needs to push yourself to ask for the sale?
Whatever your type, there’s no “wrong” way to sell—there’s just the self-aware way.
What's Your Selling Style?
Take the free assessment and find out your selling style.
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Sales Therapy Is the New Sales Training
Sales therapy isn’t about fixing what’s broken. It’s about knowing yourself so you can sell better.
Because knowing your wiring = closing more deals.
About Lisa Proeber
Lisa Proeber is the force behind The Middle Six®. With more than 20 years of high-performing sales experience, she brings a breadth and depth of knowledge to her solo venture. The Middle Six® is not a gatekeeper; it opens the gates for anybody to learn how to succeed at sales. Sales is not a dirty word; it's equal parts art and science, starting from the bottom up. Ready to become a salesperson with a roadmap in hand? Join us, and let's make waves together.
