How To Use Pain As A Motivation
Summary
TLDRThe speaker discusses how pain often drives decision-making, particularly in business and sales. They highlight the importance of identifying customer pain points and offering solutions, explaining that people make decisions when they're uncomfortable or in pain. The speaker also shares insights into their own business approach, focusing on leveraging personal strengths, like communication and automation, to create scalable and efficient sales strategies. They stress the importance of aligning client beliefs with a new vision to help them regain control and achieve success, while understanding personal limitations in management and operations.
Takeaways
- 💡 Pain drives decision-making: People often make decisions, including business and personal, when they're experiencing pain or discomfort.
- 📈 Sales leverage pain: Salespeople can use their clients' pain points to encourage action and change by solving those pain points.
- 💪 Control over destiny: Helping people regain control over their lives or business reduces their pain and can lead to successful sales.
- 💧 The water bottle analogy: The value of an item (like water) increases based on need (pain), illustrating how pain and demand correlate in business.
- 🧠 Changing beliefs: A key aspect of making money is changing people’s beliefs and aligning them with a new vision to give them better control of their future.
- 🎯 Aligning business with strengths: Knowing personal strengths and weaknesses is crucial for setting up a business model that works for you.
- 🛠 Automation preference: The speaker prefers automated processes, as it allows control over messaging, pitching, and scaling, even during off-hours.
- 📉 Limitations of sales teams: The speaker has tried using sales teams but prefers automation because human emotions and external factors can disrupt performance.
- 🔄 Simplicity and control: Keeping a business model simple and controlled, like through automation, provides consistent results without relying on unpredictable factors.
- 📊 Personalized business approach: Not every business model fits everyone—it's important to design a business based on individual strengths and preferences.
Q & A
What is the main reason people make decisions in business according to the speaker?
-The main reason people make decisions in business is due to pain. The speaker explains that individuals often make changes or decisions when they are experiencing pain, as it prompts them to take action to alleviate that pain.
How does the speaker use the example of a bottle of water to explain the concept of pain and decision-making?
-The speaker uses the example of a bottle of water to illustrate how the value of a product or service can increase dramatically when someone is in pain or need. In the desert scenario, the extreme pain of thirst makes the water much more valuable, and the person is willing to pay a much higher price for it.
What is the role of a salesperson, content creator, or coach in helping clients according to the transcript?
-The role of a salesperson, content creator, or coach is to appeal to the client's pain and help them change by providing solutions that address their pain points, giving them back a sense of control over their destiny.
Why do people often wait until they are in extreme pain to make decisions, as mentioned in the transcript?
-People often wait until they are in extreme pain to make decisions because they may be influenced by their inner voice or societal norms that downplay the significance of their issues. This delay can be a coping mechanism, but it often results in missed opportunities to address problems proactively.
What misconceptions does the speaker mention about sales, and how does he refute them?
-The speaker mentions that there are misconceptions around sales where some people view it as evil or manipulative. He refutes these by stating that the goal of sales is to help people find relief from their pain and to give them control over their lives, which is a positive and necessary service.
How does the speaker suggest aligning people's beliefs with a new vision in business?
-The speaker suggests that in business, one should be in the business of changing and altering people's beliefs to align them with a new vision. This involves helping them see a better future and giving them control over their destiny, which can be achieved by addressing their pain points and providing solutions.
What is the importance of understanding one's own strengths and deficits in business according to the speaker?
-Understanding one's own strengths and deficits is crucial in business because it allows individuals to choose the right business model that plays to their strengths and avoids areas where they are less competent. This self-awareness leads to more effective strategies and better business outcomes.
Why does the speaker prefer automation in his business model?
-The speaker prefers automation in his business model because it allows him to control the messaging and the sales process consistently. It removes the variability and emotional fluctuations that can occur with human sales representatives, ensuring a more reliable and consistent approach to sales.
How does the speaker's military background influence his approach to leading his sales team?
-The speaker's military background influences his approach to leading his sales team by emphasizing leading from the front and being available for his team to discuss personal issues that may affect their work. This approach fosters a supportive and understanding work environment.
What is the speaker's view on the importance of communication and marketing in business?
-The speaker views communication and marketing as crucial in business, as they are key to conveying the value of products or services and persuading potential customers. His strengths in these areas have shaped his business approach, focusing on long-form pitching and the strategic dissemination of information.
Outlines
💡 Understanding Business Through Pain Points
The speaker discusses the concept of making decisions based on pain points in business. They share personal experiences and anecdotes to illustrate how people often make changes in their lives when they are in pain. The speaker emphasizes the importance of identifying and addressing these pain points in sales, content creation, and coaching. They use the analogy of a bottle of water in the desert to explain how the value of a product or service can increase significantly when it alleviates pain. The speaker also talks about the misconceptions around sales and the importance of changing beliefs to help people gain control over their lives and alleviate pain.
🤝 Lean Business Model and Long-Form Pitching
The speaker shares insights into their business model, which focuses on leveraging their strengths in communication and long-form pitching. They discuss the importance of self-awareness in choosing the right business model, acknowledging their deficits in managing large sales teams. The speaker has experimented with various sales methods and found that automation and controlling the sales pitch through video and messaging is more effective for them. They also touch upon the challenges of managing human emotions in sales and the need for coaching销售人员. The speaker concludes by encouraging others to find their own strengths and build a business model that aligns with them.
Mindmap
Keywords
💡Pain point
💡Decision-making
💡Sales resistance
💡Inner voice
💡Control
💡Value proposition
💡Belief change
💡Market value
💡Information discrepancy
💡Operational efficiency
💡Automation
Highlights
The importance of understanding pain points in sales and decision-making.
How pain can be a catalyst for change and the role of timing in making decisions.
The concept of appealing to pain to facilitate change and the misconceptions around sales.
The idea that most decisions are made in extreme pain and the impact on business.
Using the analogy of a bottle of water in the desert to explain the value of solving pain.
The role of control in alleviating pain and its significance in sales and coaching.
The realization that people don't make rational decisions and the implications for sales strategies.
The importance of changing and altering beliefs in business to align with a new vision.
How programming and beliefs can lead to suffering and the role of business in alleviating this.
The strategy of giving people an element of control over their destiny to increase satisfaction.
The author's strengths in communication and marketing and how they've leveraged them in business.
The preference for a lean team and the reasons behind this choice.
The challenges of managing human emotions in sales and the benefits of automation.
The benefits of long-form pitching and the author's approach to sales.
The importance of knowing one's strengths and deficits in choosing the right business model.
The author's experience with hiring and managing sales teams and the lessons learned.
The strategy of controlling the sales pitch and offer through automation for consistency.
The author's preference for leading from the front and the impact on team dynamics.
Transcripts
talk a little bit about business because
I've I've heard you you know talk about
how your business is set up it's really
fascinating to me you talked about
spending money because of pain and I
talk with my sales team about this a lot
of times it's like you find a pain point
I had um a guy on yesterday I was on a
sales call with him and he it was very
clear he he was giving me this objection
of I need to sit there and think about
it and I tried to explain to him I was
like all the changes that happened in my
life were because of pain yeah I made
the decision when I was experiencing the
pain because if I wait a little while
like Goin says your inner [ __ ] will
come back right and it's okay that your
girlfriend treated you like this it's
not that big of a deal but when you were
in your pain you knew you needed to move
on 100% um and so I think a lot of guys
they they don't make decisions when
they're in their pain that might be the
right time to make that decision and
then also you as a salesperson a lot of
times or you as a a content creator or
you as a coach a lot of times you have
to appeal to that pain in order to get
them to change yeah the thing is is most
guys don't make decisions until they're
in an extreme amount of pain and here's
the way that I teach this to anybody and
you can apply this to any business like
I wholeheartedly believe I have enough
skills where you could basically take
damn near everything away from me and
give me a cardboard box and I'd find a
way to climb out because like I just I
understand how Stuff moves so how I
explain this to anybody at a pretty Bas
level is I hold a bottle of water and I
say how much would you pay me for this
bottle of water and they'll say two
bucks three bucks five bucks right and
then I say
if I tied you to a tree in the middle of
the desert for XYZ hours and now I hold
a bottle of water in front of you how
much are you going to give me for it and
depending on how thirsty they are and
how dehydrated they are they might give
me three grand for that bottle 5 grand
for that bottle 10 grand for that bottle
of water 100 grand for that bottle of
water if they have it yeah and that's
what I can tell anybody struggling to
make money is you have to figure out
where people are hurting and how you can
solve that for them and there's a lot of
misconceptions around sales where people
go that's evil that's manipulative and
it's really not because here's the thing
the only thing that really dictates a
person's like happiness day today and
how they feel about their self worth
their confidence everything or how
they're moving is if they are not in a
state of pain and if they have an
element of control over the destiny of
their life the more you can give them
that to help them out to get them out of
that pain and find areas where they are
suffering the more money A lot of times
you'll make yeah so and giving them an
element of control I haven't thought
about that but that's absolutely true
you have to part of the solution is
you're giving them back some level of
control whe it's dating or like I don't
know how to make my business work but
yeah you're absolutely right it's like
the pain the pain is the big one and I
didn't understand that at first I
thought everyone just makes rational
decisions and you're like no they don't
well like I've never met an overweight
person in my life who understands how to
track macros yeah understands the the
concepts of caloric Surplus versus
deficit yeah understands the amount of
protein to get per day to keep lean body
mass I have never met an overweight
person that understands those Concepts
so just like in dating attraction is a
discrepancy in sexual market value a lot
of times the difference between your
client success versus them not having
success is a discrepancy in their
information that they've accumulated and
their beliefs around the world so
changing beliefs is important this is
what people have to understand if you
want to make money especially in today's
economy you are in the business of
changing and altering people's beliefs
to align them with a new vision to give
them a better control of their future
Destiny and the reason being is because
humans suffer a lot because they have
been programmed through different ways
they believe certain things because of
how they were taught in school or what
their parents told them or what uh the
music told them or what they heard their
favorite rapper say on the radio they
believe all this [ __ ] and a lot of times
it hurts them so your job if you are in
business is to change and alter beliefs
to get them to align their new beliefs
with your future vision and then get
them out of that pain to give them an
element of control to their future
Destiny where they are now satisfied if
you can do that you'll pretty much like
disguise the limit with amount of money
that you could make so that's how I've
set up my business and that's why I so
like I'm not uh like I know my deficits
well my my strengths have always been
communication and marketing like
speaking and dissecting [ __ ] at a
granular Lev level where people go okay
this makes sense my strengths has has
never been team and operation and my
strength like I'm not the guy to go run
a 100 person sales team I'm just not
like I I might be the guy where I'll
I'll sell all 100 reps because I'm going
to do it my way but I'm not the guy to
manage all those people so just like
with dating I had to appeal to my own
point of Leverage and figure out how I'm
going to do this the same goes for
business I think that you can't template
this [ __ ] everybody is going to have
their own suit so you like sales reps
yeah I like Automation and I like long
form pitching we've talked about this
yeah that when I when I was explaining
to my team about how your business runs
yeah with with uh you know which is
really awesome the way it does Wes
Watson I talk to him about it like he
has no sales team it's all text
messaging the way he does it it's really
a very interesting way to do it with way
more Simplicity yeah which I really
appreciate it yeah well you know there's
a uh
like the saying of know thyself I think
is very important um and I just know my
strong suits and I know my deficits
enough to where like I'm not going
to
um I'm I'm not going to get into the
wrong business model for me so I've
always kept a very lean team and how do
I know this I know this because of the
pain I've hired 10 12 15 people at once
before I've ran an outbound sales team
I've ran sales reps I've done
appointment Setters from free groups
I've done all this I'm not as good at it
and it's it's way harder for me so I was
like okay my strength is communication
and long form pitching I'm going to
figure out methods where I can automate
what people are seeing to cast the right
beliefs here's the other thing I like
about the way I do things is like the
the thing that is hard in my opinion
with sales reps is human beings are
flexible in emotion on how they feel so
maybe he's constipated that day and he's
5 minutes late to the appointment and
that pissed off the potential customer
the customer and now they're gone maybe
that guy's girlfriend just cheated on
him and he just found that out and he is
on the verge of tears for the next eight
hours and he has to hold it together on
Zoom to try to have this call with this
guy yeah Brandon Carter talked about
this about how part of his job is to
coach the sales team I do the same thing
part of my job I tell my sales team when
they have problems in their
relationships or any of they they should
call me a lot of other people would not
want that from their sales team but
that's I do like Le I'm a military
officer I do like leading from the front
I really like MO ating and I love group
calls with hundreds of people on there
some people just don't like that yeah
and it all depends on your strong suit
so since I saw those
Tendencies um in what I'm good at versus
bad at I went with automation because I
can control the video I can control the
point of sale I can control the pitch
and the offer yeah the whole way through
so it's constant day and night on
Christmas New Year's or a Monday morning
and because of that that's how I do it
and I'm not saying people should emulate
me it's just it's the way I did it you
know so that's kind of how I looked at
it
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