Selling isn’t just about having the best product or the flashiest features. It’s about understanding how people think and feel. If you know what makes someone say yes, you’re already ahead of the game. At the core of it, people buy based on emotion and then back it up with logic. They don’t always choose the best option. They go with what feels right in the moment—even if that choice doesn’t make sense on paper.
Trust is the first thing that matters. If someone doesn’t trust you, the conversation is over before it begins. That’s why how you show up matters. Your tone, your energy, your vibe it all plays into how a customer feels about you right away. Be authentic. Be confident. People can tell when you’re just trying to sell them something vs. when you’re actually trying to help.
Then comes the problem. People aren’t really buying products. They’re buying solutions. They’ve got something in their way, something annoying or holding them back, and they want it gone. Your job is to connect what you’re offering to the problem they’re facing. If you can clearly show how your solution helps them, they’ll listen.
Emotion is what really moves the sale forward. People want to feel something relief, confidence, status, control. If you can paint the picture of life after the purchase, they’re way more likely to say yes. Make it real for them.
Scarcity and urgency help too. When people feel like they’ll miss out, they move faster. Whether it’s a time-sensitive offer or limited availability, it works.
At the end of the day, buyers want to feel smart, confident, and understood. If you can give them that, you’ll close more deals. Simple as that.
zwolinskilk 
yoderew24 
riehljb21
Really well said. I like how you broke down the emotional side of selling—it’s so true that people buy based on how they feel, not just facts. Your point about trust and showing up authentically really stood out. If customers feel seen and understood, they’re way more likely to buy.
Great Post! I like how you talked about selling in a very interesting and academic way. I think that it’s good to note that people do not buy products buy solutions, as it changes our perception of the psychological side of things.