Samuel Clemens said, “The only constant is change.” Yet, a new idea is typically rejected in 3 seconds and 30% of the general population hunkers down and resists innovation. What can you do if the resistance comes from your buyers or team members? Whether you are a sales manager or a salesperson, this program will teach you the dynamics of change and how to work with Embracers, Acceptors, and Avoiders —- including customers, co-workers, and bosses . This is valuable information whether you sell goods or services. You will learn smart ways to win agreement to new ideas and products, which will help you build harmony and grow your sales. Everyone on your team should hear this seminar. Based on Doug Smart's book, Thriving in the Midst of Change .
Note: For audiences of leaders, this program is presented as Leading Others through Change
Why is Get Smart about Change different from other “change” programs?
- Most “change” programs focus on convincing people why they should be open to change. This one shows participants how to adapt quickly to change.
- This program teaches people how to sell others on change, based on research done at the University of Texas in Austin .
Why do you need Get Smart about Change ?
- Most new ideas are torpedoed instantly. We teach people how to anticipate an initial “bucket of ice water reception” and stay focused on selling their change.
- Many salespeople (and some sales managers) give up too soon, many at the first sign of resistance to the change (sale) they propose.
What are 5 things you will learn in Get Smart about Change ?
- Your earnings in sales are directly related to how well you can sell people on ideas
- How to work with Embracers (20%), Acceptors (50%), and Avoiders (30%)
- The 6 predictable and sequential steps for systematically leading anyone through change -- and how the first 3 are critical to making the first sale and the second 3 are critical to cultivating repeat sales
- How to win converts to your new idea, even before you propose one
- Dealing with “fear of rejection” by practicing the rule of 5 “no's” to get a yes
Who should attend?
- Salespeople whose income is determined by how well they develop trust and sell ideas
- Sales managers, business owners, and others who lead salespeople
- Sales trainers who want to sharpen their skills and broaden their knowledge base
- Key administrative, service, and production people who provide support for salespeople
- Everyone who has contact with customers
Format
- A 45 or 60 minute mini-version is perfect as a high-impact keynote to open or close a conference or management retreat
- A 60 or 90 minute mini-version can be tailor made for a high-energy, content-rich breakout session at a convention
- A 2 or 3 hour workshop “on-site” can bring this information to your team
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