Thank you Keenan for sharing the psychology behind running away from pain rather than toward pleasure – a tenant of successful selling!
Should we sell to the root cause (pain)? Listen as we discuss addressing business problems, through determining technical problems and root causes.
“Old school selling like … old school sales training. I believe Sandler talks a lot about finding the pain. I believe value selling may talk about it. I have to be careful about which, but it was a central tenant in most pieces of training in the 1980s ’90s, and early 2000s. Let me be real. It’s the tenant in about 99% of most training.”
Hold onto your hats on this podcast folks!
Excerpt from ABSTRAKT Podkast:
Keenan – “I’ve been a natural salesperson my whole life. That was just natural. In my definition of sales is somebody who has the ability, skill, ability or skill to influence a decision or to help somebody make a decision, right? To me, that’s a salesperson which I’ve been like that my whole life.
In the first job I took, a buddy basically said look, you’re 27 years old and you’re not doing anything, so we got a job for you, in sales. He’s like you can sell, so go sell and that was my first real sales job if you will, and I was really good at it.
After one year as a Top Sales Performer I decided I should make more money. I took another sales job that made more money. after three years in that job, I was one of the top reps and up for a position as a Branch Manager. Then another client said hey, we’ll pay you a lot of money, and give you a big team. Within three and a half, four years I went from not doing anything to managing 150 people.”
Read the full transcript below…