Changing The Sales Game · 2026-06-23 · 46 min
In today's episode, you'll discover: 1. We think buying is a logical decision. It isn't. Every purchase goes through three filters in the buyer's mind, and what they are. 2. The science behind buying decisions shows how the most trusted sellers align with a client's existing beliefs and identity rather than arguing against them. 3. A practical, ethical framework for building trust faster, lowering resistance, and helping clients ay yes to what genuinely serves them, no pressure tactics required. To support these three takeaways, I chose a quote from Zig Ziglar: "People don't buy for logical reasons. They buy for emotional reasons." About Owen Fitzpatrick: Owen Fitzpatrick is a social psychologist, a keynote speaker, and the author of nine books translated into 21 languages. His newest book, Inner Propaganda, is out in August 2026 and is endorsed by Robert Cialdini, Tony Robbins, and Daniel Pink. For two decades, he's studied how beliefs form and change - in boardrooms at Google, LinkedIn, and Salesforce, and in conflict zones like North Korea and Rwanda. He's spoken in 33 countries, studied Exec Education at Harvard and MIT, and his TEDx talk has over 1.4 million views.
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