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.
Resources & Links
🏦 Create your monthly marketing campaigns in under an hour: Product Marketing Bank
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🧠 Apply for the She Sells Differently Mastermind
Connect with Andee Hart @ She Sells Differently
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