Close Minded: An Architectural Psychology of Selling and Buying Behaviors

Close Minded: An Architectural Psychology of Selling and Buying Behaviors

An Architectural Psychology of Selling and Buying Behaviors By Cole Mercer What if sales wasn’t a game of pressure, charm, or tactics—but a matter of structure? In Close Minded , Cole Mercer presents a powerful new framework for understanding how people buy, how sales conversations actually work, and how to build trust and momentum using principles grounded in psychology and design. Drawing from behavioral science, outbound sales strategy, and the logic of architecture, this book introduces a method that helps sales professionals—especially those working in cold outreach or call center roles—communicate more effectively, earn faster engagement, and close more deals without gimmicks. You’ll learn how to: Frame conversations for maximum relevance and trust - Use cognitive biases like scarcity and loss aversion—ethically and effectively - Craft proposals using behavioral design and choice architecture - Handle objections with psychological precision, not pressure - Stay top of mind with “connection framing” and passive presence - Ask “no-oriented” questions that lower resistance and boost clarity Each chapter concludes with a “Keystone Insight”—the one thing that holds the whole structure together—making the concepts memorable and immediately applicable. Whether you’re a seasoned rep, a rising SDR, or a founder wearing the sales hat, Close Minded gives you a system you can build on. One that aligns how people think with how you sell.