Sales

First-principles selling — twenty-two mechanisms, eleven frameworks decoded, one playbook

Twenty-two sales mechanisms driven to their psychological and (where real) neural root, eleven named frameworks (SPIN, Challenger, MEDDPICC, Gap Selling, Sandler, and more) decoded back into the mechanisms that actually drive them rather than taught as independent doctrines, and a full eight-stage deal-cycle playbook. A replication scorecard tags every mechanism ROBUST, CONTINGENT, or CASUALTY — and purges three that didn't survive replication (ego depletion, oxytocin-as-trust, subliminal social priming) rather than repeating them because they're famous. Every claim in the mechanism library carries an inline primary citation; the framework-decoding module is original synthesis but mechanically traceable back to it, not asserted independently. Five modules, fifteen lessons, restructured with real editorial work from a working sales-training corpus — not a straight port. Course-creator tier.

1.8 hrs of reading