Today there are a lot of blurbs and quotes in the news from Martin Luther King. Here was a man that exuded qualities like courage, oratory , vision and the know more popular than ever - Change. (see both presidential nomination races)
I had a chance to hear Rob Kriegel (www.kriegel.com) speak today and the focus of his discussion involved the inherent resistance to change. In the case of Dr. King that resistance to an idea was so strong that it led to his death. It is fascinating this idea of resistance to change and as a salesperson understanding that is extremely helpful. The people you speak with are probably going to resist your sale because it involves change. You are going to resist adapting to their objections or developing your sales skills because of your own resistance to change.
The solution to this problem involves many things but the one that I took away was to challenge what you do now, if you normally hang up on salespeople try listening, if you normally call the CFO try the CEO for a change, if you normally start by saying ....change to...... (I think we get the point)
A old Chinese proverb says that "Change does not always involve progress, but progress always involves a change".
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