[Stage] Loss Aversion in Sales: Master This Psychology to Win More Business (Jeff Mariola)

Secrets of Staffing Success

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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23:00 – Breaking Out of Outdated Staffing Sales Tactics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

What if your back office fueled your growth instead of holding it back? TRICOM makes it happen! From payroll and billing to accounting and asset based lending, they clear the roadblocks and power your path forward. Your team gets paid, your cash flow stays steady and your business scales like never before. Visit https://www.TRICOM.com to learn more.

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