Practice it. Master it. Make it automatic.

Practice it. Master it. Make it automatic.

We all have habits and behaviors we want to modify.

Or eliminate from our day to day selling.

Here’s the thing: Don’t try to change too many things at once.

Too often I see sellers who’ve been given feedback by a boss about multiple things they need to improve in their selling.

And then they try to make all the changes at once.

Which hardly ever works.

Change happens best in small increments.

Here’s a simple process you can follow for integrating new behaviors into your selling process.

It’s based on a change management theory developed by researchers at MIT who found that the most successful changes in a process are made, and mastered, one at a time.

Here you go. Your process to integrate behavior changes in your selling:

1. Choose just one new sales behavior (tactic, technique, method) that you want to integrate into your selling process.
2. Visualize how you’d use this changed behavior with your buyers. Visualize what their responses will be to it. Play out various scenarios in your mind to try to understand its impact.
3. Relentlessly practice the behavior before using it with a buyer. Role play it with your sales peers and with your managers. Practice it with a coach who will give you feedback (or use an app that will do the same.)
4. Try out the new behavior with one buyer. Test variations if you don’t get the result you wanted.
5. Use the new behavior with additional buyers until its use and execution becomes automatic. Which means you have mastered it.
6. Choose one more new sales behavior to try and start the cycle over again. Rinse and repeat.

In short, integrate one new behavior change into your selling process at a time. Visualize it. Practice it. Master it. Make it automatic.

Then, and only then, should you add another new behavior change.

Good selling,

Andy