Mental Selling: The Sales Performance Podcast · 2026-04-30 · 33 min
AI can make sales more efficient, but it cannot replace the emotion, judgment, and trust that drive real buying decisions. In part two of this series, Amara Hunt , Chief Product Officer, and Amanda Ervin , Senior Learning & Performance Consultant at Integrity Solutions , go deeper into the human side of selling in the age of AI. Their conversation explores why buying decisions are never purely logical, how emotion influences the way customers evaluate risk and value, and how sellers can use the GAP model to ask questions that reveal what really matters beneath the surface. As the conversation continues, Amara and Amanda look at how AI can support stronger sales performance without taking the place of human connection. From coaching and preparation to buyer research and team enablement, they make the case for using AI to create more space for the work that still depends on people: building trust, listening well, staying present, and helping customers move forward with confidence. In this episode, you’ll learn: The GAP Model: How to ask questions that tap into both logic and emotion to move deals forward.
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