A short sales monologue emphasizing that selling is fundamentally about change and that prospects resist change due to fear; the speaker frames sales as helping potential customers overcome that fear and suggests skills can make this easy, while lacking them makes it hard.
All selling is change. Yet human beings don't like change. All of you know the person that always tells you bad things about the person they're with, right? So raise your hand if you know of a business associate, a friend, a family, a relative, and all they do is complain about the person they're with. You know, he said this, she said this. Raise your hand if you know somebody like that. Everybody knows that person, right? Do you ever wonder why they stay in that relationship even though they don't like it? It's because they're afraid of. So that's what you're going up against pretty much with every single prospect you talk to to some degree. How do you help your potential customers overcome that fear of change? It's very easy once you learn the skills. How? It's also on the flip side, very hard if you don't.
