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4 Steps to Manage Change and Deal with Uncertainty

Throughout our careers, nothing will have any greater impact on us than change. For most, we enjoy the security of routine and the known boundaries in which we operate. Let’s begin to look at the 4 steps to managing change and dealing with uncertainty in a positive way.

Time for Change Sign With Led Light

Change can have substantial effects across so many fundamental levels.
  • It can weaken our self-confidence and self-efficacy
  • It can challenge our productivity at work
  • Create baseless fears and concerns
  • Can add stress between individuals and teams
  • Can be daunting in the face of new knowledge and systems

So are there factors that can help guide through the process of change? Is there a plan or blueprint that can better support and implement change?

The initial shock

You are moving through the day into the flow of work, maybe you have heard rumours of a change being implemented. A department being cut or merged with another, perhaps. Nothing has been confirmed, everyone is in the dark, then suddenly it is all announced with immediate effect. Most will feel shock and confusion, worry and concern. Questions will be raised about your position, the impact on the business, the new knowledge that you may be challenged to learn. This is the first stage of change.

defensive mode

The second stage begins to take effect. The shock has weakened, and the news is clear. Change has happened and is there in front of you. You don’t know why it had to happen, you question the logic of it, and the more you pull the decision apart the angrier you get. It just doesn’t make sense? This is the stage where your defensive retaliation to the initial shock is at its highest. You tend to band together with colleagues who agree with your position. All you can see are the difficulties. This is stage 2.

Just feels wrong

The uncomfortable stage begins to settle in. You are unhappy and feel awkward, unsure of what you are supposed to be doing. Of where the company is headed.

You sort of understand the advantages, yet remain unconvinced. Others are quick to point out faults and everyone is at their lowest point of morale. This is stage 3.

Slowly but surely

Time has now passed and things are starting to make sense. You can see the real advantages of why the change was implemented. This includes new skills that the change has brought to the business.

The progress forward seems heavy and slow, yet there does seem to be light at the end of the tunnel. This is stage 4.

Finally…
How could this have been easier? What was missing? In each of these stages the key was the lack of communication.

In the first stage, a clear and united meeting should have been held to present the change, the impact and the benefits. Reassurances should have been given. At stage 2 team meetings should have been instigated to discuss issues and individual concerns. At stage 3 it is all about 1-2-1 and goal setting, action planning and clear objectives.

Change is inevitable. It can be an opportunity for growth, or it can be destructive. Which would you prefer?
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The Secret to Building your Influence in Sales

How do some people influence us so easily? They seem to effortlessly sway us into an agreement. Those razor-sharp, crystal cut people skills that acknowledge our importance and make us feel so special. You might call it the what’s-in-it-for-me clause that all great marketing and sales gurus just to seem to find in each of us so easily.

But how do you replicate this technique of sales influence?

The Secret to Sales Influence
The Secret to Sales Influence
What’s in it for them

Imagine the situation. The mother needs the child to get ready for school however, her demands for what she wants are ignored That is until she plants the seed of what’s-in-it-for-them.

‘Why rush later when we can leave now and we can get more choice of lunches from the deli, before the good ones are all gone?’. Is it a bribe? The lunch will still be bought yet the choice will be better made early. What does Mum want – to get to school on time. And we do this with every person we meet that we want to impress. We sell them something.

Rather than suggest what I want, add what’s in it for them.

Look at how on-line stores market their goods. “Only one left” or “prices will rise at the end of week”. The suggestion is that purchasing now saves you from losing something, and you gain the best deal. Yet we find another small device tucked into the last idea of suggesting a purchase.

Loss Aversion

People will hate the idea of losing something. We see this happening so much in relationships, in habits and in opinions. The fear of giving up something, that although it may be possibly harmful to us, losing it causes us to avoid the action.

The Official

Other areas where we are influenced is the act of the official. If for example, you walk into a doctor’s surgery and on his walls is an art gallery of certificates and licences you will be easily persuaded to follow their directions.

This idea can work wonders to sell the next person on in your organisation. “I will pass you to my colleague Phil, who has seventeen-years in solving issues like this.” The client is immediately sold on anything that Phil might suggest, having been persuaded that Phil is the expert.

Personality

Other areas that can influence us easily in the personality of the person you are dealing with. Have you ever met a salesperson you have just liked?

They make you feel a part of a friendship and engage you at such a level of communication you try to impress them. They almost bait you with ideas, that they are really glad to meet you, and oh yes forget the product I am selling, what brings you out today?

They share jokes about themselves and engage you with such rapport that minutes vanish into an hour, and before you know it, you have their product nicely locked under your arm and you’re walking away feeling pretty happy about the great deal you just made, and the top person you just impressed.

Don’t believe it? Watch how easily attractive salespeople can light you up and make you feel more important than their product.

And that’s the key isn’t it, the secret to being influential. It’s all about how you make the person feel.

Learn more about developing your sales skills or influencing effectively on one of our many sales training programmes.