“Change happens when the pain of staying the same is greater than the pain of change.”—Tony Robbins
When microwaves first entered the market, my mom not only was among the first to purchase one, she tried to cook a Thanksgiving turkey in the thing. Let’s just say our stuffing and potatoes were accompanied by PB&Js.
But the point was my mom was an early adopter, an agent of change. She understood that the world was moving on, and she could either move with it or forget about it.
My mom would have been a great salesperson, in that respect.
Do you accept change well? How easily do you adapt to new circumstances? Are you agile? All great sales people are. They have to be. You never know what might happen in a presentation. You have to be ready for whatever happens.
A little more than six years ago, my family made the biggest change of our lives. We moved more than 500 miles to a new home in a new town. Every year since, we’ve continued to face changes, some good, some very good, some bad, some very bad.
The one constant is that my husband and I accept and maybe even enjoy change.
Let’s take a home. Many people grew up in their parents’ home, and those parents still live in that home. As an adult, people often don’t want to venture too far from that home and often hope their children and grandchildren don’t either. I love my childhood home and treasure my family, but I also enjoy new beginnings.
A good salesperson is always looking for a new horizon. Most salespeople look forward to what’s next. When an opportunity arises, they are the first to raise their hands. When new ideas and rules are put forward in their work environment, they not only support them, but are happy to test out the new process. Good salespeople are eager and on the move all the time.
However, you have to balance that change with creating a stable environment and building trust. Do this by building relationships and being both trustworthy and knowledgeable. Give more, try more, bend more. Smile more, show up more, support more. But never forget: Change is going to happen.
So, this week I ask you to reflect on your coworkers, your family, your product, your community and notice the change. Are you supporting and cheering on that change? Or are you the person quietly poking holes in it, or waiting for it to go away?
Check yourself. If you want to be a great sales person, then you need to be an early adopter. Accept change, promote change, and be this week’s change agent! Buy that microwave and try to make a turkey in it!