Last week I was the keynote speaker at the Annual Meeting of the Medical Society of Virginia. One of my Virginia Military Institute (VMI) classmates is a past-president of that society and he is someone I greatly admire. He asked me to speak on dealing with change in turbulent times. The Healthcare industry, and physicians especially, are in the midst of true evolutionary change and many of them are seeing a pace of change unlike any they have seen before. One of my favorite “philosophers” is George Raveling, a Hall of Fame Basketball coach and a brilliant student of human behavior. He is quoted as saying, "People don't resist change. They resist being changed."
Last week I once again watched Dr. Amy Cuddy's Ted Talk called, "Your Body Language Shapes Who you Are". I was prompted to watch it after reading two articles she recently wrote about how important warmth and competence are in order to truly connect with people. The last 5 minutes of her 21 minute Ted talk, which I believe is one of the most watched Ted talks ever, are simply riveting and I believe should be required viewing for anyone interested in achieving more.
How can we help others improve? That’s a question leaders often have top of mind. And they continue to ask themselves this because there’s no easy answer. Let’s face it, people are complex. As leaders we must ask ourselves, is there a way to break through all of life’s distractions and personal issues to coach someone to be the best they can be?
Last week’s blog was a milestone—it was my 200th blog. Unfortunately though, that blog about small changes that can propel you from good to great contained a small error. Even though it was minor, its significance has propelled me to write this follow up blog.
Change sounds like big deal. But the most effective changes really aren’t. We probably don’t recognize this because when we hear the word “change”, most of us tend to think in terms of making big changes. And making big changes can be scary. There is the fear of the unknown and reluctance to change what we are comfortable with.
Selling involves influencing someone to change. Typical sales people would probably not describe their selling efforts in this way. But when you think about it, you realize that change is what selling is all about. You are trying to influence someone to change their buying behavior. And to do this effectively, you need to follow the DELTA process.