The Psychology of Running Away from Pain Instead of Toward Pleasure

Vitamins & Painkillers Podcast w/Keenan

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…

Related Posts

alueSelling is not just about Sales When Building Sales Call Frameworks
Podkast

ValueSelling is not just about Sales

Companies are made up of many departments all working together with one central goal. How does valueselling apply to departments like Product Management, Sales Engineering, Channel? Where do things like titles come into play when building persona-based prompts such as playbooks and sales call frameworks?

Read More →
Guirae Jang Building with the Buyers Journey in Mind
Podkast

Building with the Buyers Journey in Mind

I value what I would call the three P’s: the people, their processes, and their pain points. And understanding that second, is work with your account management team or whoever maintains that relationship with your customers.

Read More →
George Bronten
Podkast

How to Measure the Dirty Deal Details that Seem to be Neglected!

Working collaboratively, sales professionals and customers find the right solutions, while driving additional sales success for your sales team. Individualistic approaches may create top sales performers that become heroes. But how does Sales Management encourage top performers to share and transfer their knowledge to the rest of the team?

Read More →
Scroll to Top