What is the first word that comes to mind when you think of change management...? Everyone reading this blog probably has a different word in mind, and that's a good thing because change management doesn't have to be specified with one word either. Change management is about adapting to the situation. It may be that today's problem will be different tomorrow, the situation has changed and so you also have to change your approach. It is therefore important that you continue to change because everything and everyone around you does this too.
Every day you change a little, you may think that today was almost the same as yesterday, but every day you learn again. For example, you have met new customers and if all goes well you have had a conversation with these new customers. These conversations alone change you a little, you may not be aware of this, but let's go back in time.
Change management and going back in time
In addition, you are on your very first day at a company; you are driven and motivated to get the most out of your new job. Your first assignment is to have a conversation with a new potential client. How did you feel? You were probably confident, but still quite nervous…
You are eager to execute the first assignment well to demonstrate your capabilities, whether it involves meeting a new client or working on a project at the computer. Moreover, it is human nature to feel a natural tension and to want to make a good impression. You likely found the first few weeks to be very educational.
A year later you have to meet new potential customers again. Due to the much experience you have gained over the past year, the tension is gone and you know what to do. You have (unconsciously) learned a lot over the past year, and you no longer see meeting new customers as exciting and educational, but as part of the job. You think less about the fact that you are learning than in the beginning. You have now unconsciously become skilled at what you do. It is therefore very important that you are aware that you change every day.
Everything and everyone changes
Furthermore, as you read above, you change a little every day, even if you are not always aware of it. If you look at the contrast between your first week at work and last year, you will definitely see a major change. Now that you realize that you change something every day, it is important to understand that companies and people around you change as well.
If you visit a company every day you will grow along with the change, but if you have not been to a company for a year and you suddenly visit it, it is important that you realize that anything could have changed. . You must be able to respond to these possible changes, you must be able to adapt yourself to this new situation, if you do not do this you will not make any progress.
Business Improvement
Next, do you want to apply change management immediately but don't know how? Or are you unsure whether change management is right for you? We are happy to help you get started with your Business Improvement!
Dealing with objections
Objections are not rejections, but opportunities. When a customer raises an objection, they are indicating that they are considering your proposal. That is positive. The key is to take the objection seriously, to ask about the underlying reason, and then to respond in a targeted manner. Not by dismissing the objection, but by showing that you understand what is on the customer's mind.
Additionally, an effective technique is acknowledging the objection before responding. “I understand that the investment is substantial” works better than immediately becoming defensive. By showing acknowledgment, the customer feels heard and is more open to your perspective. You can then use concrete examples and calculations to demonstrate the return on investment.
At Kenneth Smit, we are happy to help you. View our Next Generation Management training for practical tools and techniques.