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.