Sales Psychology Lessons from Behavioural Economics

Behavioural economics offers more than theory—it gives sales practical tools.

People don’t buy logically. They buy emotionally and justify with logic.

Loss aversion means buyers fear missing out more than they crave gain. Use that: “What’s at risk if you don’t change?”

Choice overload causes indecision. Simplify your offerings. Fewer, clearer paths lead to faster closes.

Framing matters. “Invest £10K” feels heavier than “Save £100K in a year.”

Social proof works because people trust what others like them choose.

These aren’t tricks. They’re truths about human nature.

When you understand the biases and shortcuts buyers use, you sell smarter—and serve better.