Short YouTube monologue about sales framing: the speaker argues that the core of sales is change and that the two primary emotional drivers compelling humans to change are present pain and the fear of future pain; without creating a felt need to change, prospects hold objections and resist buying.
Remember, what's the two biggest emotional drivers that causes a human being to want to change? Pain and the fear of future pain. If we can't help them feel pain, they don't feel any need to change. Remember, there's that word change again. And if they don't feel any need to change, they give us what objections they don't buy, and we can control that.
