TRANSITIONS IN LIFE…change is all around us and it certainly is a constant. Salespeople are continually confronted with change and sometimes it gets a bit tiring. On occasion it would be nice to wave a magic wand and change things like… the way a difficult Customer is responding, or the negotiation process when dealing with a tough contract or offer, or the way other Salespeople around us are conducting themselves, etc., etc., etc. the trouble is it's never all that simple, is it? Let's just look at the reality of how things really are:
1. We do not have the power to change anyone or anything else.
2. We do have the power to change ourselves.
This is not new news and dealing with "changing ourselves" is never easy.
Here is your ACTION STEP… here is a good approach to deciding what you are (and are not) going to change about yourself. Ask the following questions:
1. What do I really want to take place? What's on my "I wish that…" list?
2. Who would I have to become or what would I have to do differently to make that happen?
3. What would I have to give up to do that?
4. And finally… Am my prepared to take that step, make that compromise?
Example: what if a particular Customer says "The only way this is going to happen is if you will reduce your commission"? Let's say there is no alternative and let's assume that you've either got to say yes or no. The "Change" you have to make is to accept less money for the services you have already provided. You can refuse and walk away… and many times you probably should! Regardless, take the pressure off yourself and make things easier by keeping the emotion out of change, life goes on regardless. There are lots of changes you should make but there are just as many changes that you should not make. Commit to accepting/making change for the sake of your big picture, not for little incidentals that don't mean anything in the long run. NO Excuses.