I Don’t Wanna!
It’s just simply a part of human nature; you’re a creature of habit. Sometimes the habits are good, sometimes not so good, and sometimes downright awful. What goes along with that Is that you develop comfort zones that just feel normal and natural to you. Add to that the tendency to care deeply about what other people think of you, and you will establish a pattern in your life and your business that either engenders greater success, or that keeps you operating on a lower level.
Now you may have heard the saying before that, “Nobody likes change except wet babies.” And really, it’s true. Once you’ve established those habits and comfort zones and a lot of people like you the way you are, it’s uncomfortable and sometimes difficult to change how you’re thinking and talking. It’s not impossible, though.
Well, here’s the “good” news:
You’ve probably heard various motivational speakers and coaches say, “You’ve gotta change and become the person you were meant to be. Well, I don’t believe that for a second! You don’t “gotta” do anything, if you don’t “wanna”! YOU are the person who’s in charge of your life. If you’re happy with yourself, your life, your situation, your business, your relationships, your results and you don’t want to change a thing, you don’t have to.
You don’t have to change, you don’t have to grow, you don’t have to be what anyone else thinks you can be or should be! You can just say, “I like things just the way they are, I’m dyin’ this way!” It’s OK. Be comfortable, be happy with your results and don’t pay any attention to what others might think. It’s not their lives, it’s yours!
And here’s the “bad” news:
If you WANT things to be different, if you want to serve more people, if you want to have more clients or practice members, if you want to earn more money, if you want to enjoy a different lifestyle, if you want to make a bigger difference in the world, then you absolutely MUST change how you’re thinking, change your habits, change how you’re speaking to yourself and to others, and change what you’re doing. And that is absolutely going to take you out of your comfort zone. You’ll need to invest time, money and effort to do all of that. And it’s entirely likely that you’ll need help along the way to do it. The number one, biggest factor though, is that you “gotta wanna”!
If you want to increase the number of clients or practice members you serve, if you want your conversion ratio to go up above the 50% level, if you want to hear yes more of the time, if you want to earn more commission or create more revenue, you’ll need to change the way you sell. You’ll need to change what you say and how you say it. You’ll likely have to discard some old habits and create new ones. And you’ll have to get out of your comfort zone.
Here’s just one quick example. Most people are in the habit of asking closed-ended questions. questions that can be answered yes or no. In selling, it’s a vital skill to ask all your questions open-ended, questions that cannot be answered yes or no. It’s the only way for you to get the information you need and to find out what’s going on emotionally with your prospects. It’s the only way to find out what your prospects want. It’s so habitual to ask closed-ended questions that most people have a difficult time making the change to open-ended ended questions. It takes time, effort, focus, attention and practice to do it. And if you don’t want different results in your sales conversations, you don’t have to do it! And if you do want better results in your sales conversations, you absolutely need to do it, no matter how weird and uncomfortable it feels.
So engage in some introspection. Get in touch with your “wannas”.
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