Secrets of Staffing Success [Stage] Loss Aversion in Sales: Master This Psychology to Win More Business (Jeff Mariola)
Are you overlooking the fastest way to grow your staffing firm?
Loss aversion is the most underused yet powerful psychological principle in sales—and this video reveals exactly how to use it to close more deals, upsell existing accounts, and build client loyalty.
In this expert-level conversation, presented by Haley Marketing, Brad Bialy sits down with sales strategist Jeff Mariola to dissect how loss aversion psychology and contrast techniques can radically shift your sales approach. If your team is overly focused on chasing new business and missing growth opportunities right in front of them, this episode will recalibrate your strategy.
Expect to Learn:
- How human behavior, decision-making psychology, and relationship dynamics all collide in staffing sales.
- Why loss aversion should be your go-to strategy with both new and existing clients
- How to reposition your firm from “just another vendor” to “irreplaceable partner”
- What elite sales performers do differently in account management
- How to build and execute a repeatable, psychology-driven sales playbook
Chapters & Timestamps
00:15 – The #1 Flaw in Staffing Sales Teams
02:06 – How to Sell More to Existing Clients
03:45 – Loss Aversion in Sales Explained
04:45 – How to Use Loss Aversion with Existing Clients
05:50 – Selling When Your Client Has Multiple Vendors
10:15 – Why Staffing Firms Underinvest in Account Growth
11:00 – Stop Chasing Logos: Start Deepening Client Relationships
12:15 – Creating a Sales Strategy for Existing Clients
13:10 – Identifying Hidden Revenue in Low-Yield Accounts
17:00 – Why Social Proof Works: Science of Influence
19:00 – Nobel Prize Research Behind Loss Aversion
20:15 – Using Contrast to Close More Deals
23:00 – Breaking Out of Outdated Staffing Sales Tactics
24:15 – The Referral Gap: What Most Salespeople Miss
26:45 – Asking for Referrals Without Feeling “Salesy”
28:45 – What Staffing Is Getting Wrong About Sales Today
31:30 – Building a Repeatable Sales System
32:45 – Creating Your Staffing Sales Playbook
38:00 – Key Traits of Top Staffing Sales Professionals
41:00 – Viktor Frankl, Mindset, and Finding Meaning in Sales
45:00 – Closing Thoughts + Connect with Jeff Mariola
About the Speakers:
Brad Bialy is host of Take the Stage and InSights, two of the leading podcast for the staffing industry, presented by Haley Marketing. He has a deep passion for helping staffing and recruiting firms achieve their business objectives through strategic digital marketing. For over a decade, Brad has developed a proven track record of motivating and educating staffing industry professionals at over 100 industry-specific conferences and webinars. Brad has helped guide the comprehensive marketing strategy of more than 300 staffing and recruiting firms, making him a sought-after expert and speaker in the industry.
With more than 25 years of successful CEO leadership experience across two multi-national businesses (Rentokil Pest Control and Ambius) plus two entrepreneurial start-ups, Jeff Mariola has a reputation for creating cultures which consistently outscore other high-performing companies in engagement, growth, empowerment, and leadership. Having recently finished leading the recapitalization of a Brilliant Staffing, LLC to private equity in 2018, Jeff has now changed gears and united with his wife, Michelle, to create Mariola Unlimited – a leadership development advisory service business focused on executive coaching, leadership, management workshops, brand marketing, and keynote speaking. Jeff is certified by Multi-Health Systems in the use of the EQi 2.0 Assessment & EQ 360 Leadership Assessment tools, as well as Stephen R. Covey’s, The Five Choices to achieving extraordinary productivity. He has also successfully completed the Mindfulness-Based Stress Reduction (MBSR) course and is a certified practitioner for Talent Optimization by The Predictive Index.
Offers Heard in this Episode:
30 minutes of strategic marketing consultation with Brad Bialy: https://bit.ly/Bialy30
Special Offers! Our Best Savings of 2025: https://bit.ly/bialyoffer
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