{"id":1400,"date":"2008-02-01T16:20:59","date_gmt":"2008-02-01T22:20:59","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/the-pain-of-change\/"},"modified":"2008-02-01T16:19:03","modified_gmt":"2008-02-01T22:19:03","slug":"the-pain-of-change","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2008\/02\/the-pain-of-change\/","title":{"rendered":"The Pain Of Change"},"content":{"rendered":"<p>We&#8217;re big fans of Jeff Thull here at The Hire Sense and we always try to keep up with his articles.\u00a0 This one from Inc.com &#8211; <a target=\"_blank\" href=\"http:\/\/www.inc.com\/resources\/sales\/articles\/20080101\/jthull.html\">Three Keys to a Successful New Year<\/a> &#8211; is well worth the read.\u00a0 Ok, we might be a bit late getting to this one since it&#8217;s theme is for the new year.<\/p>\n<p>I have always appreciated a doctor analogy for selling and I think Thull lays out a good example here:<\/p>\n<blockquote><p>Like an experienced doctor who continually diagnoses for problems and recognizes symptoms, you see the issues your solutions address far more frequently than your customers do. You know the business drivers that your solutions impact and the symptoms that verify that your customer&#8217;s performance is at risk. You know what to look for and how to help. To determine if those symptoms exist, develop a diagnostic approach to clarify the situation with your customer. Don&#8217;t let the customer self diagnose when they don&#8217;t clearly understand the problem to be solved. Leverage your experience and become an advisor who helps your customer optimize their performance.<\/p><\/blockquote>\n<p>Many salespeople get lost in this truth.\u00a0 The customer will often attempt to &#8220;self-diagnose&#8221; and then perform surgery on themselves too.\u00a0 The reason behind their avoidance of change is straight-forward:<\/p>\n<blockquote><p>A fundamental element of behavior is that people will change if the pain of staying the same is greater than the pain of change. As a result, customers tend to avoid change and the risks associated with it. They know that making changes to the organization&#8217;s operations, systems or processes will be difficult, lengthy, and resource consuming. Why would they personally take on that pressure?<\/p><\/blockquote>\n<p>Read the article an you will Thull&#8217;s 3 points for repositioning your company for more sales in 2008.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>We&#8217;re big fans of Jeff Thull here at The Hire Sense and we always try to keep up with his articles.\u00a0 This one from Inc.com &#8211; Three Keys to a Successful New Year &#8211; is well worth the read.\u00a0 Ok, we might be a bit late getting to this one since it&#8217;s theme is for the new year. I have always appreciated a doctor analogy for selling and I think Thull lays out a good example here: Like an experienced doctor who continually diagnoses for problems and recognizes symptoms, you see the issues your solutions address far more frequently than your customers do. You know the business drivers that your&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2008\/02\/the-pain-of-change\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[17,9],"tags":[184,267,142],"class_list":["post-1400","post","type-post","status-publish","format-standard","hentry","category-marketing","category-sales-techniques","tag-qualifying","tag-sales-approach","tag-sales-technique"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-mA","jetpack-related-posts":[{"id":1078,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/07\/two-weaknesses-that-lead-to-discounting\/","url_meta":{"origin":1400,"position":0},"title":"Two Weaknesses That Lead To Discounting","author":"Derrick Moe","date":"July 19, 2007","format":false,"excerpt":"SellingPower.com offers an excellent article titled End Those Last-Minute Negotiations.\u00a0 The article quotes one of our favorite trainer\/authors - Jeff Thull.\u00a0 Thull rightly ties together two critical pieces of closing a sale - value proposition and money. Many salespeople are clumsy with putting the right value proposition in play.\u00a0 If\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":1953,"url":"http:\/\/selectmetrix.com\/blogs\/2009\/03\/the-downward-spiral-to-commoditization\/","url_meta":{"origin":1400,"position":1},"title":"The Downward Spiral To Commoditization","author":"Derrick Moe","date":"March 16, 2009","format":false,"excerpt":"We\u2019re fans of Jeff Thull here at The Hire Sense and his latest article on the Salesopedia.com only supports our belief.\u00a0 Anyone who has been in sales longer than a day has seen a sea change in the customer relationship over the past couple of years.\u00a0 Rapid commoditization is a\u2026","rel":"","context":"In &quot;Sales Techniques&quot;","block_context":{"text":"Sales Techniques","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-techniques\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":639,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/selling-credibility\/","url_meta":{"origin":1400,"position":2},"title":"Selling Credibility","author":"Derrick Moe","date":"February 6, 2007","format":false,"excerpt":"Marketingprofs.com offers up an insightful article from Jeff Thull that deals with one of the most important aspects of selling - credibility. Here is the setup (emphasis mine): Now the sobering question, \"How different are your two best competitors' credibility stories from your own company's credibility story?\" Unfortunately, other than\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":680,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/02\/mastering-the-complex-sale\/","url_meta":{"origin":1400,"position":3},"title":"Mastering The Complex Sale","author":"Derrick Moe","date":"February 21, 2007","format":false,"excerpt":"If you haven't bookmarked Salesopedia.com, I suggest you do so now. It is a relatively new site but is full of excellent sales advice. Clayton authors a great sales blog over there that I highly recommend reading. His latest entry discusses an article by one of our favorite sales authors\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":422,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/11\/go-for-no\/","url_meta":{"origin":1400,"position":4},"title":"Go For No","author":"Derrick Moe","date":"November 7, 2006","format":false,"excerpt":"We are fans of Jeff Thull's approach to selling as we commented in a post from this past summer. Now Thull has a new article in the latest SMT enewsletter - The Science and Art of Go For The No Selling. I recommend you read the entire article, but here\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":175,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/selling-the-complex\/","url_meta":{"origin":1400,"position":5},"title":"Selling the Complex","author":"Derrick Moe","date":"July 18, 2006","format":false,"excerpt":"Jeff Thull is a successful sales trainer in the Twin Cities who works extensively with companies that have a complex sale. I just read this article - How to Prevent \"Unpaid Consulting\" - and found it full of tactical advice for salespeople. A few gems from the piece (emphasis mine):\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1400","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=1400"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/1400\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=1400"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=1400"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=1400"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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