Episode 130, Life is About to Change!

Simplify Your Sales and Business meetings. Lisa Thal is an Author, Speaker, and Business Coach. She has over 34 years of marketing, sales, and leadership experience. She wrote the book "Three Word Meetings."  Lisa coaches leaders on simplifying sales and business meetings with fun and interesting 3-word  topics to get your sales team motivated and inspired.

 

Episode 130, is about how you respond to change!

 

Change; you either love it or hate it. We all have experienced Change. Significantly, the past few years of Covid have created Change.  

 

Time changes in Spring and Fall. I prefer the extra hour of sunlight, and we are about to start a New Year in a few weeks!

 

Our life circumstances Change—new relationships, marriage, divorce, kids, fur kids, and grandkids. 

 

How about changes at work:

Change in decision-makers.

In compensation programs.

Change in products offered and no longer offered.

New hires for your company or reduction in workforce.

Change in your career.

The ability to work remotely.

New leadership.

 

Change is all around us.

 

I want to share a story about a change for one of my team members.

 

I was in a coaching session where we focused on his key accounts and the strategy behind renewing them. And then we got to one account that was in jeopardy of not continuing into the new year. 

 

Let me give you a little background on this account.

 

He started calling on this account over seven years ago. He was helping them with their - Sales and Marketing plan to advertise that they were accepting new patients. This particular account specialized in working with kids. Over the past seven years, he strategically helped them build their new customer acquisitions, client referral program and also helped them expand into multi-locations. Their business was thriving, so I was surprised by the possibility of them not renewing. He had developed a deep friendship in addition to helping them with their marketing.

 

I asked what had changed?

He shared that another company was interested in buying her practice because it was doing well. Well, that was something I did not expect to hear. But, it was exciting news for the owner who built this unique company that was helping so many kids.

 

I went on to say, Well, good for them! Can you say Financial Freedom! 

 

What an opportunity she had created for her and her family. And then I went on to say; I know this is tough for you. This situation could impact your income, and you have invested seven years in helping shape this opportunity for her.  

 

I then shared these three words: Life's About Change!

Followed by how you respond to Change is everything!

 

 Let's face it; there are things out of control, like clients selling their company. We are in sales, and clients cancel or go to other vendors. The only thing we can count on is Change.

 

One of his largest accounts went away. Yes, it isn't very reassuring. But if we stay focused on that one account, that one situation, then we cannot focus on all the positive things happening with your business. Focusing on what went wrong shifts your focus on the worst things in your life versus the best. The solid relationships you have with your other 30 accounts, the impact you are making on these companies, and the problems you are solving for them.

 

Have you found yourself doing this? Our brain goes straight to tragedy.

What other accounts are going to leave me?

How will I ever replace them?

Worst, How much income did I lose?

 

See, we again focused on what went wrong or could go wrong. Our brains highjacked us into what we lost, and it will challenge you to be successful if you focus on what went wrong vs. what can go right.

 

In this example, what went right was that he was a part of this success. I am confident the owner will share the differences he made in her company. There is an opportunity to continue working with them under the new leadership team. Or perhaps he can use this success to help create vertical sales in other markets by sharing his successful blueprint.

 

We are here to fight another day, especially those challenging days. Real growth shapes us through those uncertain times. 

 

Change, how does it make you feel?  

 

Does it bring about fear, trepidation, angst, uneasiness? 

Or does it bring forth excitement, anticipation, readiness, willingness?

 

What about " Keep up with Change," staying relevant, redefining, reimagining, radical transformation, adaptation, alterations, shifting landscapes, emerging issues, external forces, internal pressures, evolution, revolution, and the list goes on.

 

So how do we get better with Change? Lean into Change, embrace it.

 

Become more "adaptive" and decide to view all changes, whether welcomed or unwelcomed, as an expected part of life.  

 

I believe it means that our mindset is how we can improve our chances to remain resilient and relevant in the face of significant and constant Change. We have the power to choose how we will respond to situations when they arise and whether we will see them as unfortunate occurrences or opportunities for growth.

 

I will choose to see an opportunity for growth. I hope that you are willing to do the same.

 

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Learn more about how you can Simplify Your sales meetings using 3-word topics at http:/www.threewordmeetings.com .