So You Want to Change?

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I am fascinated with change that is effective, and lasting.  I have to be.  Our very livelihood depends on it.

We offer a triple guarantee. If our training does not work - you don’t pay. With an offer like that - It pays to be absorbed in techniques that work.

We guarantee that companies will get at least double the ROI they invest in training. “How?” is the first question that often follows. “How can you guarantee your training will work?” and “How do you prove and measure it?” The first question is in part answered by the other parts of our guarantee - We guarantee to be engaging and to be action oriented. The other part of the answer does, of course, requires the trainee to do their part - to apply the action points they garnished from the training session. Being engaging means people are attentive and reflective on what they can apply and how they can apply it. People do want to take action. The reality is that, more often than not, the whirlwind is waiting - emails, to-do’s, projects, quotes, follows ups, feedback, meetings, and so on.

So how do you make something stick? How do you ensure training is effective - that people will learn and apply new skills, knowledge. Sometimes people have a “Wow” moment; an epiphany, a paradigm shift and radically change immediately - This is great and desirable. It is also rare. Change that sticks is often implemented in small ways. When training look for the smallest action someone can take. Get them to start. Let them find their way around it. Trail it. Make it their own. Let them merge it into what they are doing and then add the next bit. Being clear on what you ultimately want to achieve keeps you focused and aligned towards the full desired outcome.

Some practical examples:

In a customer care programme we taught self awareness - taking ownership and responsibility for your actions, reactions and your attitude.
The action - watch what you say. Does it come from an empowered or victim space?

This then followed on with Emotional Intelligence - having empathy and ‘seeing’ the person as a person - not just your next task.
The action - find out someones name and use it in conversation especially at the beginning and end.

I have just started using an app called “Fabulous” - It uses the same technique to help people get healthier. For example: When you sleep you dehydrate and it encourages you to put water by your bed before you go to sleep so it is easy to drink first thing when you wake up. Wanting to go running in the morning? Buy the shoes. Put the shoes out with your running clothes before you go to bed. (Tip put your alarm across the room so you have to get out of bed to turn it off!)

Great sales people have the ability to ask intelligent questions and then listen. Step 1 - Decide and write out the purpose of the meeting before to see a client. Step 2 - Write up the questions you could/need to ask. Step 3 - Practice asking a question and listening to understand (not answer!) Top tip - it helps to take notes.

What is the smallest next step you need to take towards effective change? What will it take for you to start? When will you start (and who will hold you to account?)

“It is better to take many small steps in the right direction than to make a giant leap forward only to stumble backwards” -  Louis Sachar

Here's to your success!