Avoiding Drama in Sales: Embrace Change

Ever faced a sudden change at work that left you feeling unprepared? We’ve all been there. The real question is, how do you respond?

Enter the Drama Triangle, a concept by Stephen Karpman. It highlights three roles people often fall into during conflicts:

• Persecutor: “It’s all your fault!”
• Rescuer: “I’ll save you!”
• Victim: “Poor me!”

These roles create drama, which hinders effective communication and adaptation to change. Drama costs sales teams in lost opportunities and high turnover.

Steps for a "Victim":

1. Accept the actual circumstances and face your fear

2. Learn new skills and make new decisions

3. Think about what you want and how to get it. Take action.

Steps for a "Persecutor":

1. Learn to ask, don’t blame others, initiate negotiations.

2. Let others know what you want, give feedback.

3. Take responsibility for your actions and feelings.

Steps for a "Rescuer":

1. Support, listen and give assistance, but don’t expect from others to act the same

2. Stop worrying about other people’s steps and respect them for taking these steps themselves

3. Accept others as equal.

Successful sales professionals avoid drama by engaging in constructive, adult-to-adult conversations. This approach fosters meaningful, enduring business relationships that adapt well to change.

Remember Bruce Lee’s advice: “The best way to avoid a punch? Be somewhere else!” In sales, this means steering clear of drama and focusing on productive dialogue.