Monday, February 18, 2008

Pain And Pleasure In Selling

It is said that on the deepest level, people are motivated by the pain and pleasure principle. It may well be the case! In a selling situation you will find it is easier to sell the avoidance of pain than it is to sell gaining of pleasure. This is because the 'away motivation' from pain is a stronger catalyst for action than the 'towards motivation' of pleasure. In other words most people are more motivated by limiting pain rather than maximizing pleasure.

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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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