When it comes to selling your products, you’ve likely been told to “listen to your customer.” But what if I told you your customer doesn’t actually know why they’re buying? That’s where sales psychology comes in—and it’s the secret ingredient most product-based business owners are missing.
In this episode of She Sells Differently, I’m breaking down 6 common lies customers tell themselves (and you)—and showing you how to sell to what they actually want instead.
1. “I want more features” → They want ease.
More complexity = more confusion. Customers crave simple, fast, frictionless experiences. Sell ease of use, not a laundry list of functions.
2. “I bought this for durability” → They wanted admiration.
Even “practical” items are tied to how people feel wearing or using them. Sell the confidence, not just the quality.
3. “I just wanted a deal” → They wanted to
win
.
Discounts aren’t about saving money—they’re about the dopamine rush of scoring something. Create urgency, offer bundles, and make them feel savvy.
4. “This was a logical decision” → Emotion came first.
People justify with logic, but they buy based on emotion. Lead with emotional storytelling before explaining the features.
5. “I just liked it” → It met a subconscious need.
Whether it’s pride, belonging, or joy, every “impulse” buy is emotional. Reflect those emotions in your messaging.
6. “It just felt right” → It matched their identity.
We buy what affirms who we believe we are. Selling a story—“I’m stylish,” “I’m thoughtful,” “I’m a good mom”—will always outperform technical specs.
When you understand sales psychology, you stop guessing and start connecting. And that’s when your product stops sitting in carts—and starts flying off shelves.
