There are two basic motivators of human behaviour; the desire for gain and the fear of loss. Freud called it the "pleasure principle", the fact that we gravitate toward comfort and move away from pain. As these are very powerful motivators figure out a way to use both aspects in any sales conversation. "Wouldn't it be great if you could.... (the positive) unless you are willing to take that kind of risk! (the negative)"
Wednesday, December 5, 2007
The Great Human Motivators
Posted by Urban Gavelin at 12:22 AM
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About the Author
Urban Gavelin a native Swede with more than twenty five years of business experience. He has held positions as director of sales- marketing- and business development on Nordic, European and World Wide levels. Urban has lived and worked in Stockholm, London and New York, now works primarily with leadership development and sales training and is a credentialed coach. He has studied Executive Management at Lausanne Business School and Stockholm School of Economics.
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Bottleneck Blog by Urban Gavelin © 2007-2011
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