The Audible-Ready Sales Podcast Finding Your Motivation as a Seller
Oct 24, 2023
Jim Pouliopolis, a Force Management facilitator and former founding director of Bentley’s professional sales program who coaches on mindset and wellbeing. He talks about why caring for yourself matters, how to fight negativity bias, the “happiness pie chart,” and the three drivers of motivation. Practical habits for sustained positivity and motivation are explored in short, actionable conversation.
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How A Mental Health Crisis Reframed His Career
- Jim Pouliopolis recovered from a severe 2008 mental-health crisis by prioritizing his own needs before others.
- He shifted his career away from pleasing others, which restored joy and led him to help others find happiness purposefully.
Good At Something Is Not The Same As Liking It
- Being good at something doesn't guarantee enjoyment and can lead to burnout if you keep doing it without passion.
- Jim describes his path from engineering (good at it) to sales (more people interaction) as an example of following enjoyment over ability.
Negativity Bias Ruins Postcall Perspective
- Humans have a negativity bias that makes us over-focus on what went wrong after a failed sales call.
- Jim recommends listing what went right and asking if the prospect was truly qualified to regain balance after rejection.