The Lizard Eats Its Tail : The Myth of the Rational Buyer: Why Logic Doesn’t Sell (and What Does)

Your customer isn’t logical; they’re emotional.In this episode, Brandon Keenen breaks down the myth of the rational buyer and explains why facts and features don’t sell — feelings do. Drawing on behavioral psychology and real brand examples like Notion, Salesforce, and Airbnb, this episode reframes how mid-market marketers should approach messaging.You’ll learn:Why emotion beats explanation in decision-makingHow to shift from “feature-first” to “feeling-first” copyA simple framework to balance emotion and logic in your marketingBecause when you speak to the gut, you don’t have to fight for the brain.