The worlds of mental health counseling and professional sales rarely intersect in business literature, but a new book is challenging that separation with potentially transformative results for both fields. Drawing from his unique background spanning both disciplines, Jared Kelner has authored “Ask Like a Therapist, Sell Like a Pro: A Therapy-Inspired Sales Approach,” which introduces a radical reimagining of consultative selling by incorporating therapeutic techniques.
The book arrives during Mental Health Awareness Month as a timely reminder that psychological insights can enhance business relationships. Kelner’s approach replaces traditional high-pressure sales tactics with methods derived from 23 therapeutic modalities including Cognitive Behavioral Therapy (CBT), Dialectical Behavior Therapy (DBT), and Motivational Interviewing (MI).
With over 25 years in technology services sales complemented by a Master’s in Mental Health Counseling, Kelner identified a powerful connection between effective therapy and successful sales conversations. Both professions, he discovered, share a fundamental goal: guiding someone through an internal process of discovery and commitment to action.
“Sales isn’t about pushing a product—it’s about creating a space where clients feel safe enough to explore their needs and make decisions without fear or resistance,” says Kelner.
The therapy-inspired sales methodology addresses a critical gap in traditional sales training, which often emphasizes persuasion techniques while overlooking how people actually make decisions. By understanding cognitive biases, emotional triggers, and behavioral decision-making patterns, sales professionals can transform transactional interactions into meaningful client relationships.
Readers will learn practical applications including how to foster trust through specialized questioning techniques, mirror client language to deepen connections, navigate objections as opportunities rather than obstacles, and guide prospects toward confident decisions without manipulation.
The approach appears particularly relevant in today’s business environment where buyers are increasingly skeptical and overwhelmed with information. By creating space for clients to think clearly and overcome hesitation, sales professionals using these methods may achieve better results while building stronger long-term relationships.
The book targets not only sales professionals but also executives, entrepreneurs, coaches, consultants, and mental health professionals interested in applying their skills in business contexts. Each chapter includes role-play exercises designed to help readers internalize and master the consultative techniques through guided practice.
For those intrigued by this innovative intersection of psychology and business, Kelner’s comprehensive resources offer additional insights into how therapeutic principles can transform professional selling approaches.
As businesses increasingly recognize the importance of authentic human connection in sales relationships, this integration of therapeutic techniques with consultative selling may represent a significant evolution in how professionals approach the sales process—focusing less on closing tactics and more on creating environments where clients feel genuinely understood.
