CHANGE, PART 2
DAVID RUBINSTEIN
EDITED BY
JIM OLSON
People change for two (2)
reasons -- they are either forced to or they see an upside in doing so. Unfortunately,
history and battlefields are littered with the results of the former.
Here’s to looking for reasons
to change – they are all around. It’s just that it can be so difficult. The
easier route is to continue what we’re doing – the path of least resistance.
But, what are the odds we’re doing what needs to be done in the most efficient
and logical manner?
There are three (3) steps in
change:
* Intellectual – We are presented with an idea and say, “Hmmm!"
* Trial – We owe it our company, Managers and ourselves to make an attempt at something different.
* Expectations – Unfortunately, if we don’t get the results we want (almost) immediately, we revert to what we’ve always done. See, “path of least resistance.”
I was
talking to a young Seller the other day and he told me that he’s been changing
the way he sells. He acknowledged that it’s hard but he’s making progress. All
was good – then, he killed the buzz. He said he’d gotten comfortable with his
changes and that he was satisfied with things. I implored him to immediately
get “uncomfortable” again.
Being
uncomfortable is the way it’s supposed to feel when changes are being made.
Most importantly, know that eventually repetition conquers uncomfortableness.
When you have a chance, pick up “Outliers,” a wonderful book by Malcolm
Gladwell, wherein he postulates that it takes 10,000 hours of repetition to
master an activity.
I even
took some of his (and my own) advice the
other day. I practiced the weakest part of my golf game, chipping. I hit more
than seventy (70) chips – first time ever, I mean it! As a result, I felt
really uncomfortable doing it. The good news is that I’m almost there -- just
9,999 hours to go to master that 15 yard chip.
What do
you think?
Good
Selling to you!
SLH
Sales System Morsels are meant exclusively for non-commercial use by the
recipient. No modifications of any kind may be made without the written
permission of the SLH Sales System.
