The Bravery to Change
We often describe our parents as being, “Set in their ways.” They have their routines and don’t always react well when something changes.
Good thing were not like that, huh?
When is the last time you examined how you do what you do and thought to yourself, “maybe there’s a better way?” Very often, we do things in sales the way we’ve always done them and that’s because long ago we decided that was the best way. The same thing happens in our personal life. Let me give an example…
I was coming off a golf course of my brothers’ club (Eastward Ho!) down in Cape Cod two summers ago, and decided to challenge a long-held belief. Namely, I don’t like beer. I decided in high school and college that beer just didn’t taste good to me so for, well, 40 years, I did not drink beer. On this hot day, I had a thought that I’ve had before: I sure wish I liked beer. People always talk about a cold beer on a hot day and I wish it tasted good to me. My next thought was, “When’s the last time I challenged that assumption?”
So, I ordered a Stella Artois and found it to be pretty dang good! I learned a lesson that day, one that I applied to food shortly thereafter: I decided to rethink all of my long-held beliefs about certain foods. Brussels sprouts. Cauliflower. Scallops. All these foods that I long ago decided I didn’t like, I tried again and you know what? Only cauliflower did not make it back into my regular food routine.
By challenging my long-held beliefs, I made some subtle changes that had a positive effect on my life.
You are most likely set in your selling and prospecting ways. You believe that you can only sell to a certain target market. You have a prospecting process that has probably been the same for a long time. Your own long-held beliefs regarding how you do your job might not be the best decisions. It might be time to change what you do and how you do it.
A few weeks ago, I talked about the books that I read on a regular basis. Part of the reason why I cover those 12 or so books regularly is so that I am reminded of the lessons that I might’ve forgotten. Books do that. So does sales training. So does observing others.
But it all starts with an admission: I don’t know what I don’t know. Maybe there’s a better way out there and it is in my best interest to look.
It’s a bold and brave move to question your belief system. The good news is: There is no downside. You can only benefit from this kind of navel-gazing.
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Bill Farquharson can be reached at (781) 934-7036 or email@example.com
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Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at sales.epicomm.org), and live presentations. Contact him at firstname.lastname@example.org or (781) 934-7036 to discuss your sales challenges.