Welcome to SEI Newsletter 015

Here we go with another week where I feel like I am writing about change, change resistance, the need for change, and what to change.

If there is one topic I could probably write about each and every week for the rest of my life – it's about change/change resistance.

I don’t want to do that…but it sure is a constant. The fact that a portion of your sales team resists the changes you roll out, the suggestions you make, the tips you give them to help close more deals, and the experts you bring in to show them how to close more deals.

In the sales, leadership, and ops management articles this week I will give more/different perspectives on change management.

Here is hoping you as a salesperson, you as a sales leader, and you as a sales ops leader can be open to and influence change.

Selling Effectiveness

Another variation of that which I hear: “I could see how that would help other people close more deals, but I don’t think I need that.”

This is the response I hear from many (too many) salespeople as an instant response when sharing a strategy, tip, idea, mindset shift, and/or tactic that I have used myself and seen others execute that helped close more sales. And not just more deals, but more bigger deals.

Humans are funny. Removing the sarcasm…humans are challenging to deal with.

Read more [https://go.sellingeffectiveness.com/10.1.LI.AM ]

Leadership Effectiveness

So, I am not a Star Trek fan.

In fact, as kid growing up in an era with one TV in the house that only had a few channels, whatever my parents wanted to watch is what we watched. As an only child, if I didn’t like it, I could go play in my room by myself or just deal with it to not be alone.

My dad really liked Star Trek. Whenever my mom was busy, and it was on he would watch it. I couldn’t understand why he liked it. So, I would play in the living room, but usually under a blanket as if that would block out the dumb show.

One thing I do remember from years and years of Star Trek shows – from that era and more recent was the line ‘Resistance Is Futile!’

Read more [https://go.sellingeffectiveness.com/10.2.LI.AM ]

Sales Operation Effectiveness

As I have written before, the third guarantee of life (the two most people know are death and taxes) and of business is that Change Is Constant.

Life changes often enough. Sometimes in ways you want, many times in ways you wish it didn’t.

That’s life. It’s fluid. It’s water that is flowing and moving constantly, not a rock that could sit in one place for eons.

In business the only thing you can rely on is change.

Read more [https://go.sellingeffectiveness.com/10.3.LI.AM ]

To your success,

Jason Cutter

CEO/Founder

Selling Effectiveness Institute

PS. Just remember something I speak about constantly – that for a potential customer to buy from you they must accept the risk of change (buying something new = change). So as a salesperson you expect your prospects to change. Are you open to the same things, to succeed? Or are you a professional hypocrite?