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About the Book

Filling Needs: The Psychology of Human-Centered Selling in a Digital Age is a practical, psychology-informed guide to what actually works in sales today—especially when dealing in person and in real-world conversations.

Written in a direct, no-nonsense voice, this book challenges common sales myths and offers a grounded, client-centered framework for building long-term trust and credibility. It’s written for anyone who relies on communication in a sales or client care role—whether a team lead, business owner, service professional, or frontline staff member—navigating today’s widening gap between human buyers and digital-first sales environments.

Automation has transformed how people shop, but has not changed why people buy. Closing the sale still hinges on building rapport and trust, buyer emotion, and the seller’s ability to engage with the buyer as an individual—not a persona, not a lead, not a segment. A person.

In an age where customers are told to self-serve, chat with bots, or download the app, the need for a skilled human to fill a need—especially when it’s complex, high-stakes, or personal—is greater than ever.

This book is about how to do that well.

The book isn’t prescriptive. It’s observant. It’s not about hacks or formulas—it is about paying attention, listening and staying curious about the buyer. You will find a flexible set of field-tested strategies that help you better understand your buyer’s context, their motivations, and what is actually in their mind’s eye—and not assume what they think, want, or can afford.

Not for the close-at-all-costs crowd. Not for those trying to game their way to a yes. For professionals who want to do the work. Build trust. Listen better. Guide smarter. Sell with integrity.

Importantly, this book does not pretend that conflict can be eliminated. Instead, it gives readers tools to prevent minor tensions from escalating into full-blown disputes—through expectation management, early clarification, and clear agreements. It draws on conflict resolution principles that work just as well at the point of sale as they do in mediation rooms.

Spanning 15 focused chapters, Filling Needs integrates principles of psychology, client care, and plainspoken communication. Each chapter includes real-world examples, takeaways, and techniques that readers can use immediately—regardless of what they sell.

At its core, the book makes one claim: good sales is not about closing. It’s about understanding the need AND filling it.

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A sharp, grounded guide to relationship-based selling in a digital age—designed for professionals who want more than scripts and pressure tactics.

If your catalog includes titles on behavioural science, leadership, entrepreneurship, or communication—this belongs beside them. It bridges the practical and the psychological with a voice that’s equal parts experienced and unfiltered.

Request the full proposal, including:

1. Narrative Summary
2. Annotated Chapter Outline
3. Target Audience
4. Market Analysis
5. Author Platform
6. Marketing Plan
7. Sample Chapters
8. Companion Tools
   • Assessment Quiz
   • Client Care Consultant

📩 To receive the complete package, email kforrest [at] needtoclose.com or fill out form below.