By Eberhard Niklaus
Eberhard will be speaking at the August Power Series Business Breakfast on Power Sales Motivation
Pain or pleasure, sir? And you, madam?
The successful man advises his audience to read a specific book, to which he attributes much of his success. Why will some go buy the book, but most will not heed his advice?
The business coach tells a group of sales people that he has assisted others like them to realise their true sales potential with his 4 month coaching programme. Even after demonstrating his track record and offering a Money Back Guarantee, why will some invest in his programme, but most will make an excuse not to?
Have you ever wondered why people respond differently to the same opportunity or situation? When you unpack it, it really comes down to a person’s motivation. And when you look further, there are only two reasons why anyone is motivated to do anything; to avoid pain, or to gain pleasure. There you have it.
Everything you do is motivated by the need to avoid pain or to gain pleasure.
I am reminded of the story of a man who walked down the street and as he passed a house with a dog on the porch, he heard the dog moaning. He turned to ask the people on the porch why the dog is moaning, to which the owner replied that the dog was lying on a nail. The man then asked the owner why the dog did not move. “The pain is probably not that bad”, came the reply.
I guess the people who did not buy the book or attend the coaching class were not experiencing enough pain in their lives. They were in their comfort zone.
What pain do you have in your life? How does it impact on your behavior? Do you have goals to which youhave attachedpleasure, so that the feelings you will enjoy when you obtain the goal drives you towards achieving it?
Sometimes we have to endure some pain for the sake of delayed pleasure, such as waking up at 05h00 in the morning to go to gym, or refusing that creamy slice of chocolate cake. But if the pain of being overweight is not that bad, then the pleasure of staying in bed, or eating the slice of cake will probably win the day. However, the delayed pain is surely accumulating, and the time will come when that pain will be so immense that you will be motivated to start pursuing some health goals.
Jim Rohn reminded us that the price of discipline is ounces, but the price of regret is tons.
I suggest that you use the need to avoid pain (especially delayed pain) and the desire for pleasure to be uppermost in your mind when making important decisions in your life, in order for them to be wise decisions which will ultimately benefit you.
Image courtesy of Stuart Miles at FreeDigitalPhotos.net