HANDLING CHANGE…when Henry Ford envisioned and implemented the assembly line it changed the world forever. Mass production created availability of products for everyone in quantities never before seen. Automobiles became affordable. Next came clothing, machinery, cutlery, tools etc. etc. etc. These were great changes! Everyone benefited. Most change happens because of a desire for improvement. The problem is, because most of us are “creatures of habit”, change doesn’t always come easy. In spite of that, we have all had situations where we resisted change, ultimately gave in, and after the struggle was over said to ourselves, “This is great! I don’t know why I made such a fuss”.
Here is your ACTION STEP…the resistance to change most often is as a result of “fear of the unknown”. In the Sales Business, there are dozens of changes going on all the time. A competitor comes out with a new product or offering, a new commission structure appears, new legislation changes the way we have to do things. We cannot avoid change, we just have to get better at dealing with it. Once we accept the inevitability of change, the next best step is to start asking yourself some great questions so you can move forward with a minimum of resistance. Here is a sales change formula that will move you forward in sales:
1. Is it necessary for me to accept this change or should I just ignore it?
2. What skills do I have to develop to implement this change powerfully?
3. How would I have to revise my routine to implement this change?
4. What advantages and opportunities does this change bring to me and my life?
5. How can I use this change to my advantage, thereby helping me rise above my competition?
6. How can I use this change to better serve my Customers?
We have all seen people who are “stuck in a rut, literally stuck in time”. They did not deal well with change and as a result…life is passing them by. Change and growth are synonymous… growth provides inspiration, motivation, and best of all… the invigorating “jump out of bed in the morning” factor. The best question of all to ask yourself with is, “How can I adapt to the changing world?!!!”. NO Excuses.