The Human Close
Why this book
The Human Close is more than a sales manual. It’s a story that reveals why trust—not pressure—is the ultimate competitive edge. It’s for anyone who’s wondered whether results and integrity can live in the same room.
- “Selling is helping, not convincing.”
- “Trust is earned, not borrowed.”
- “Objections are signals, not stop signs.”
- “Follow-up without pressure builds respect for both sides.”
- 15 story-driven chapters featuring Jen Martin’s journey
- “Sales Lessons from the Story” pulled directly from the narrative
- Reflection exercises that turn insight into practice
- Core lessons on DISC, objections, and trust-building
- Tools for leaders to scale a trust-based culture
Excerpts from the book
“Prospects can sense your intent. When you genuinely care, they feel safe opening up—and trust begins.”
Sales Lesson, Chapter 1
“True listening shows respect. It shifts the conversation from a pitch to a partnership.”
Sales Lesson, Chapter 2
“Objections aren’t rejection. They’re signals of concern—and proof that your prospect is considering you seriously.”
Sales Lesson, Chapter 7
“Trust is not a shield against failure. It’s the reason you can keep going after the next one.”
Sales Lesson, Chapter 10
“The moment you stop trying to win the sale—and start becoming someone worth buying from—you’ve already won.”
Sales Lesson, Chapter 15
Inside the book
- Part I: The Problem with Selling — why numbers alone don’t tell the story
- Part II: The Shift to Trust — how DISC and listening reshape conversations
- Objection handling as collaboration, not combat
- Follow-up that respects timing and dignity
- Part III: Building a New Culture — scaling trust across teams
- After the close: where integrity is tested most
- Leadership lessons that build trust
- Core takeaways that remind you selling is human work
About the Author
Frederick Hanover is a seasoned entrepreneur, educator, and sales leader who has devoted his career to transforming sales culture through trust-based methods. As founder of Excelon Development, he created The Human Close to help salespeople rediscover authenticity, connection, and purpose in their work.
Learn more at TheHumanClose.com.
FAQ
Is there a bulk/team discount?
Yes—contact us for team pricing and bundles that pair the book with workshops or coaching.
Is this for all companies and organizations?
Yes.—if you sell anything, this book is for you. Trust-based lessons apply universally.
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