The Psychology of Selling

10 Tricks That Make You Buy (And How to Resist Them)

By: Elira Fontayne

Narrated by: Rebecca Forkel

Have you ever walked into a store planning to buy one thing and walked out with a basket full? Or clicked “buy now” on something you hadn’t even considered until a flashing “limited-time offer” made it feel urgent? If so, you’ve been guided by the invisible currents of the psychology of selling.

This book is not about shady manipulation or pushy sales tactics. It is about the subtle science of persuasion—those tiny nudges that marketers, advertisers, and salespeople use every day to shape your choices. Selling has always been about people: what they want, what they fear, and how they make decisions. The most successful sellers don’t just know their products—they know your mind.

For over a century, businesses have studied consumer behaviour with increasing precision. From Edward Bernays, the “father of public relations,” who applied Freud’s theories of desire and repression to sell bacon, cigarettes, and soap, to today’s digital giants who track every click, swipe, and pause, the lesson remains the same: if you understand the mind, you can shape behaviour.

In this book, you’ll uncover ten of the most powerful psychological levers that make us buy:

• Reciprocity – why free samples and gifts make us feel indebted.
• Scarcity – how countdown timers and “only 2 left” signs trigger panic.
• Authority – why lab coats, titles, and celebrity endorsements bypass scepticism.

©2025 Deep Vision Media t/a Zentara UK (P)2025 Deep Vision Media t/a Zentara UK

A Brilliant Blend of Science, History, and Modern

This isn’t just another business book — it’s a journey through the evolution of persuasion. From early public relations campaigns to today’s algorithm-driven ads, The Psychology of Selling connects past and present beautifully. The discussion of Edward Bernays and how Freud’s theories shaped marketing was particularly fascinating. The book explains psychological principles like reciprocity and scarcity with clarity, showing how they still drive behavior in today’s digital age. It’s deeply researched yet very readable, appealing equally to professionals and casual readers.

Helped Me Improve My Sales Strategy Immediately

As someone working in retail, this book gave me valuable insights into customer thinking. The segment on reciprocity made me rethink how I offer samples and small gifts. I also appreciated the ethical approach—focusing on building trust rather than tricking customers. My sales numbers have genuinely improved since applying these principles.

Eye-Opening and Deeply Practical for Modern Market

As a small business owner, I found this book invaluable. It explains the psychological principles behind successful selling — like scarcity, social proof, and reciprocity — in a clear, engaging way. The historical context, from early PR pioneers to digital marketing, adds real depth. What I love most is that it focuses on ethical persuasion, not manipulation. After reading, I applied some of these ideas to my own website, and the improvement in customer engagement was immediate.

A Fascinating Look into Why We Buy

The Psychology of Selling is a brilliant exploration of what drives our purchasing decisions. The author blends history, science, and modern marketing practices in an engaging way that feels both educational and entertaining. I especially enjoyed the examples connecting classic thinkers like Edward Bernays to today’s digital advertising world. Each psychological principle—reciprocity, scarcity, authority, and more—is explained clearly with real-world applications. Whether you’re in sales, marketing, or just curious about human behavior, this book will completely change how you see everyday shopping and persuasion. It’s smart, accessible, and surprisingly eye-opening.

Great for Consumers and Marketers Alike

Whether you want to sell better or simply understand how companies influence you, this book is incredibly useful. It breaks down ten major persuasion techniques without overwhelming you with jargon. The balance between science, history, and practical advice makes it a standout read. I feel much more aware as a shopper—and more effective as a marketer.