Be a Champion of Change

Selling Value- Don Hutson

I’ll bet you have heard the cliche that “If you keep on doing what you have been doing, you will keep on getting what you have always gotten!” I believe that axiom used to be true, but not anymore. Things are changing too rapidly.

The “bar of excellence” is moving up on every one of us every day. Competition is getting keener. Buyers are smarter and more demanding. And we won’t be able to take allegiance for granted. In today’s marketplace we need to be able to turn-on-a-dime to please customers. And that means we can’t be married to the processes and habits of the past.

The experts on change today are saying that the knowledge mass of the human race is now doubling approximately every four years. So, yes, the one constant we can be assured of is CHANGE. What is your change quotient? Do you have a good spirit about change and find ways to make change work for you, or do you feel threatened by change and the new requirements thrust upon you to excel in an ever challenging environment?

My colleague and friend, industrial psychologist Dr. Paul Green, says one key metric people consider today in hiring new talent is their “tolerance for ambiguity”. How do you deal with the unexpected? It has been said that most people change when the pain NOT to change exceeds the pain to change! I suggest you broaden your perspective, see the big picture when talking with prospects, and be willing to change and adapt to succeed.

We might as well decide right now to be optimistic and find ways to buy-in to the changes that come our way, unless, of course, we can impact the precipitating event to make it work better for us or others. Most changes are beyond our control, so I vote for finding the possibilities within them.

Legendary business consultant Dr. Peter Drucker once said that “one sign of incompetence and resulting ineffectiveness is when one constantly focuses on their successes of the past”. Did you ever know anyone who always talked about “the good old days” as if they were the only days to talk about? These people need to get in the present and engage with today’s reality.

High performers identify problems of clients, often before the client even articulates them. They envision solutions for a client before anyone has thought of it. They develop the attitude and capability to ‘turn on a dime’ to help a client solve a problem.


Read more in Don Hutson’s new book Selling Value: Key Principles of Value-Based Selling. Get your copy today:


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