Can You Change?

By Michael Simpson
Author – 29i – 29 Ingredients For Sales Success

Change is not easy. You must be willing to surrender what you are for what you could become.

I have learned that change is something that everyone wants but it is sometimes the most difficult process for humans to initiate. Some fear change, while others, like me, believe that we should always be changing to adapt to our environments. People who are comfortable in their environments will fight change even though it is beneficial to all others around them. Strong individual egos will deflect change with the belief that their behavior is the way everyone else should be. The fact is, we live in a world of change and if you plan to use this book and it’s ingredients to master your sales success, you must realize that change is a critical requirement to your growth and ultimate mastery of your sales psyche.

The type of change that I encourage revolves around your current behavior and analysis of the ingredients that make up that behavior. You then apply proven techniques and knowledge that modify the deficient ingredients to better align with your psyche. I call this Behavioral Ingredient Modification (BIM). BIM requires you to use your thoughts to create your current psyche, drawing from your experience and knowledge. All that you are right now is a result of your thoughts and this is what makes up your ingredients. You can see how this is more than just a procedural sales process – it’s about you!

The changes outlined in 29i are very important if you hope to achieve sales excellence. It is my belief that if you keep doing the same things and keep thinking the same way, you will keep getting the same results. I see this happening all the time. People want change but don’t want to do what it takes to make it happen. Let go of your vision of what you think you are and see yourself for what you will become.

Change is often at the center of my work, and because it is one of the biggest obstacles, I’ve made it a point to study and understand the science of change. This is what I have learned about change:

• People don’t resist change; they resist being changed.
• People often fear change and how it will affect them.
• Change is constant; it is often something we might not want.
• We become increasingly effective when we accept change and implement it into our sales career and life.
• Change almost always will make things better.

So why do people resist change even if it will make things better?

Fear!

Fear is the main reason for resistance to change. Fear creates paralysis and psychological discomfort. People fear that the new way might not work or that they will not be as successful following the change. Some even fear that it will mean having to change too much too quickly without the proper knowledge. You see, people don’t want to take steps backwards. If they think that the change will make them less effective, they won’t want to give it 100%.

A large number of sales professionals I have consulted feel very comfortable with their current psyche. When you get too comfortable, you might be reluctant to give that up. You may not perceive the need to change because it’s impossible to see the future and it is hard to justify change when there is no evident crisis. This lack of crisis often comes from limiting beliefs or lack of vision for a greater understanding of your psyche. Since this book is about change, it is important to recognize that change, whether it is one ingredient or ten ingredients, means you have a strong vision of improvement as a sales professional.

Any resistance to change will come from you and not the people around you. It is your limiting beliefs that will make you feel the fear and reluctance to move out of your comfort zone. Challenge this fear and know that everything good that was ever accomplished involved change. Fear is an inhibitor, an anchor that needs to be released. Get rid of fear of change!

Many sales professionals have missed great opportunities because they cannot accept change. Don’t let this happen to you. Your acceptance of change will lead you to mastering your ingredients and lead you to greatness.

Change is good

So, now that fear is gone and you accept the fact that change is exactly why you are reading this book, we need to get down to business and apply multiple ingredients to facilitate the changes you require. You must have vision and understand that the rewards will come by having a new and improved psyche. You will see how easy it is to realize your vision and goals by adapting your behavior to your mission. You must have high expectations that change will absolutely make things better and help you craft your future effectively.

To paint a picture and develop a clear vision you must apply logic to the proposed changes. If you need more knowledge, seek it out and develop a deep understanding of the change that will occur. This will give you the confidence that you are making the right choice and create a positive atmosphere of change.

The secret to change is the ability to look at it as a positive event and understand that you are modifying your behavior to create a more positive outcome. When you apply Behavioral Ingredient Modification to your current behavior and analyze and understand the ingredients that make up your psyche, you can then apply proven techniques and knowledge to modify the deficient ingredients to better align with your desired psyche.

Mastering Your Sales Psyche is about Change and how to integrate the essential ingredients with your personality. Take the first step….Read 29i