The Negativity Bias with Pouli

In this curated episode of the Revenue Builders Podcast, John
McMahon and John Kaplan dive deep into the concept of negativity
bias and its impact on sales performance. Joined by Jim “Pouli”
Pouliopoulos, a seasoned sales management facilitator and author
of "How to Be A Well-Being," the conversation explores the roots
of negativity bias, its evolutionary significance, and practical
strategies to counteract it. The hosts emphasize the importance
of focusing on the sales process rather than fixating on closing
deals, offering valuable insights for sales professionals looking
to enhance their mindset and performance.


KEY TAKEAWAYS


[00:00:57] Understanding Negativity Bias: Jim explains negativity
bias as a hardwired human tendency to interpret external events
negatively, rooted in evolutionary survival instincts.


[00:02:25] Impact on Sales: The hosts discuss how negativity bias
can adversely affect sales professionals, leading to self-doubt,
fear of rejection, and a negative spiral in their approach.


[00:03:27] Counteracting Negativity Bias: Jim suggests countering
negativity bias by training the brain to focus on positive
aspects daily, cultivating gratitude for small things.


[00:06:28] Shifting Focus to Process: The conversation shifts to
the idea of focusing on the sales process rather than fixating on
closing deals, emphasizing the importance of controlling what can
be controlled.


[00:08:13] Empathy in Sales: Jim advises sellers to approach
conversations with empathy, asking, "How do I help this person
right now?" instead of being overly concerned about closing
deals.


[00:09:21] Managerial Support: The hosts discuss the role of
managers in fostering a positive mindset, encouraging them to
shift their focus from demanding closed deals to understanding
and supporting the seller's efforts to help their clients.


HIGHLIGHT QUOTES


[00:01:20] "Negativity bias is hardwired into us; it gave us the
tools to evolve, but we need to recognize and manage it in
sales."


[00:03:45] "Training our brains to focus on daily positives can
counteract the immediate negative interpretations of events."


[00:07:53] "Instead of fixating on closing deals, ask, 'How do I
help this person?' – it leads to better questions, rapport
building, and positive outcomes."


[00:09:21] "Managers play a crucial role; shifting focus from
closing deals to understanding and supporting the seller's
efforts leads to better results."


Listen to the full episode with Jim “Pouli”
Pouliopoulos through this link:
https://revenue-builders.simplecast.com/episodes/how-to-be-a-well-being-in-sales


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/