Sales & Potty Training: How Understanding Human Nature Can Make You a Better Closer

Sales & Potty Training

There comes a moment in every parent’s life when they realize bribery isn’t working. The sticker charts, the candy rewards, the pep talks—nothing is convincing their toddler to use the potty. Why? Because the kid isn’t ready yet.

Now, imagine a salesperson facing the same problem. They’ve pitched the perfect product, offered discounts, and countered every objection—yet the prospect still won’t commit. Why? Because, just like that toddler, the prospect isn’t ready.

The truth is, sales and potty training have more in common than you think. In both, timing beats pressure, resistance is normal, and the more you push, the more push back you get.

The Psychology of Readiness

A toddler won’t start using the potty because you want them to—they’ll do it when they are ready. The same goes for prospects. You can have the best sales pitch in the world, but if the buyer isn’t mentally prepared to take action, they won’t buy.

Research backs this up. Studies on decision-making and behavioral change show that people resist change until they feel:

Safe – They trust that the change won’t harm them.
Confident – They believe they can successfully adapt.
In Control – They feel like the decision is theirs, not forced upon them.

Pushing Too Hard Creates More Resistance

Ever tried to force a toddler to use the potty? They’ll dig in their heels and scream, “NO!” The same thing happens in sales. When a prospect feels like they’re being cornered, they default to saying no—not because they don’t need your product, but because they feel pressured.

In both parenting and sales, patience and timing beat pressure every time. The best salespeople (and the most patient parents) know that guiding is better than pushing.

The Art of Guiding, Not Pushing

The best potty-training parents make the potty appealing without forcing it. They create opportunities for success, praise small wins, and let the child take the lead when they’re ready.

Top salespeople do the same. They:

  • Identify signals of readiness instead of trying to close too soon.
  • Provide reassurance that the decision is safe and beneficial.
  • Frame the sale as the next logical step rather than a pressured leap.
  • Let the prospect feel like they’re in control of the timeline.

Sales Is About Timing, Not Just Technique

The sales industry loves to say, “Sales is a numbers game.” But if that were true, every cold caller would be a millionaire.

What if sales isn’t a numbers game at all—but a skill game?

Sure, volume matters, but the best closers don’t just talk to more people—they talk to the right people at the right time.

Sales success isn’t about more calls or more pressure—it’s about:
✔️ Recognizing when a prospect is actually ready to buy.
✔️ Understanding the psychology of decision-making.
✔️ Guiding instead of pushing—so the sale feels natural, not forced.

The Takeaway

If you’ve ever felt frustrated in sales, take a lesson from potty training:

🚽 Your prospect isn’t resisting because your offer is bad. They’re resisting because they’re not ready.
🚽 Pushing harder won’t work—it will backfire.
🚽 Your job isn’t to force them—it’s to guide them to a point where the decision feels easy.

Sales, like potty training, is about knowing when to step back and when to step in. The best closers—and the best parents—make the choice feel effortless.

Now, go close some deals (and maybe give some credit to the parents out there who have already mastered this sales psychology in their own homes).

author avatar
Paul Conant
With over 30 years of experience, Paul Conant brings unmatched expertise to the world of business and marketing. His journey as an entrepreneur and strategic consultant has spanned across various industries, helping businesses in service, retail, and e-commerce elevate their brand, streamline operations, and maximize growth.