Dealing with Change

What’s the scariest thing about business? It’s also the most exciting thing about business. Change.

As soon as there is agreement to do anything new, that automatically includes change. Just changing supplier can be a huge headache. Forms and due diligence need to be completed, processes have to be followed, as well as dealing with different people not to mention dealing with new quirks, features and benefits from the new supplier. There has to be a big reason to change.

That might be price, but it typically is a whole set of other things combined. After all, why don’t you regularly change bank account when a new offering comes out from a different bank? It’s just not going to happen.

So when you want your prospects to change, to start working with you, you have to remember just what you are expecting to happen behind the scenes. To make that switch there must be enough upside, either to gain something better or to avoid something worse than the present situation.

There might well be costs involved, even if the outcome is theoretically better. For example, will a more efficient, effective solution include having to fire some staff? That cost could be greater than the perceived benefit of the change.

Moreover, there must be a clear view of what the situation will be once all that change has happened. Is it going to be worth the effort to change? And the first steps to make that change happen have to be easy, or it’s going to be too hard to get the project off the ground.

If there is no real gap between the current situation and the potential new one, or the costs are too high to get to that new place or the vision isn’t enticing enough or it’s going to be too hard to get the ball rolling, then change is not going to happen and the sale is not going to go through. Natural resistance will take over and the answer will be “Let’s think about it”.

If you want to learn how to overcome resistance and convert more opportunities to change, the easy first step is to attend a quick seminar. Here is the link to register www.southerncounties.sander.com/briefing