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!