You must lean into bizarre behaviour

For those of you working with disruptive technology, this is perhaps not as alien a concept as it once was. Change and innovation can be scary when its implications aren’t fully understood. However, stepping out of your comfort zone and leaning into those things we are less than comfortable with, is the route to development.

Steven Bartlett ’s fifth law focuses on cognitive dissonance and outlines how it can stop you from changing and growing, even when the cost is our own set back or failure. However, he goes on to state that while change is only going to get faster, so will feelings of cognitive dissonance get greater. It’s by being aware of this, that we can actively choose to embrace the innovations that can set us up for new growth and future success.

In sales, there is always a new piece of technology, or a new approach in vogue. Imagine cold calling has been your only method of outreach for the last few years. If someone told you that you had been missing out because an omni-channel approach is the path to hitting your targets, you’d likely be resistant. Why? Because it’s different.

Cold calling has always worked for you up until now, so why change? When faced with this scenario, Bartlett advises we all ought to reserve the temptation to judge without knowing the facts. Instead, he says to lean into the new suggestion, read up on it, ask questions about it, and attempt to understand why it could offer more.

Not understanding something isn’t an excuse to deny it, but rather should be your cue to lean in more and learn more. For Bartlett, taking no risk is the bigger risk, for we all must risk to achieve.

All the best,

Becky