Sales feels tense because change feels risky to our brains, even when staying put is riskier. A salesperson's job is showing that the status quo is actually the dangerous choice, like when a business hesitates to replace an underperforming CPA.
The reason that sales is so tense or has all these steps or like, half you have to. Objection. Handle all this stuff is because people want to stay safe, and what they already know is really, really safe. I still have a CPA that I want to fire because he's safe, and I'm afraid to find a new person. He might be worse than this other guy. So it's like our brains are constantly wired to keep us safe. And so in the sales process, you are literally rewiring someone's brain pattern to know you actually aren't safe by staying where you're at. And here's how I can prove that you're not safe. And so now the payoff to say yes to changing, like, going in a different direction is higher than trying to stay safe and where they're at. So that's why I think a lot of people think sales is unethical, but it's actually helping people realize that they're just trying to stay safe and their brain is actually protecting them. But their brain's not actually protecting them. They're trying to keep them in the same spot.
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