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Behavioral Change in Sales


Many business coaches and trainers earn their living with creating change. Especially the business of creating behavioral change is a lucrative business model. The amount of repetitive assignments is enormous, because students fall back in old patterns. I believe that changing behavior is as much a challenge of self-discipline as it is of anything else. You can let yourself be inspired by a trainer, but you still need to do the hard work yourself. Let this blog be your inspiration and search for self-discipline to change.

Some theory


Douglas van Praet wrote a book on behavioral change. The book focuses on changing behavior of target audience from a marketing perspective. I believe the same seven step approach can be used to change your sales behavior. The seven steps are: Interrupt the pattern, create comfort, lead the imagination, shift the feeling, satisfy the critical mind, change the associations and take action.  

“Deploy the seven steps towards any behavioral challenge in sales and you will become a better person as a whole.”

Pattern Interruption


The process starts with finding your challenge. In my previous blogs, you might have read about processes which you might like. You have become enthusiastic to deploy them, but along the way you found out you did not take the challenge at hand. Go back to the last time that you were inspired of some new tactic or behavior, but which you postponed for later use. Some suggestions: re-work your network by calling pro-actively, writing a bi-weekly blog to stay top-of-mind, visit network events, or doing another pro-active activity.

Create Comfort


Do not blame yourself for not starting or continuing the behavior you want. Talk to peers and find out that they also see the added value of the behavior. They will tell you either that they do the required behavior, give you an excuse not to or show empathy on the toughness of the challenge. Get yourself comfortable with the idea of working on the behavioral change.

“Getting comfortable with idea of changing your behavior is a very important step in succeeding creating change.”