The Mind Of The Buyer: A Psychology Of - Selling

Sell to the heart first, then give the brain the facts it needs to feel smart about the choice. 2. The Power of Cognitive Biases

Humans are biologically wired to make decisions emotionally and then justify them with logic. The Mind of the Buyer: A Psychology of Selling

We don't just buy things; we buy versions of ourselves. A buyer thinks: "What does owning this say about who I am?" Sell to the heart first, then give the

Eco-friendly product buyers are buying the identity of being "responsible." Sell to the heart first