In the Arena Podcast with Anthony Iannarino | Sales | Marketing |Business Coaching | Sales Management | Teamwork | Success |Revenue |Profits
About This Show
If you want to learn the most current and powerful sales techniques and mindsets from the top professionals in the business, In The Arena is the place to find them. Host Anthony Iannarino is himself a successful and consummate sales professional with the know-how and experience to coach you on your way. But more than that he interviews the top authors, salesmen, sales managers, and experts in the fields of B2B and B2C sales to give you the edge you need to move your numbers and profit to the next level. In the Arena is for you. Find out more at http://TheSalesBlog.com.
Most Recent Episode
The Immunity To Change and the Process of Sales, with Bob Kegan – Episode #75
6 days ago
Anthony was incredibly honored to have Bob Kegan as his guest on this episode of In The Arena. Bob is a psychologist who teaches, researches, writes, and consults about adult development, adult learning, and professional development. The focus of his work is to explore the possibility and necessity of ongoing psychological growth throughout adulthood and to connect the dots between that growth and professional and career development. This is an important conversation with a handful of foundational concepts that every sales professional needs to understand, so be sure you take the time to listen.
The developmental journey of people and the craft of sales.
When you stop to think about the human experience you begin to realize that not everyone is at the same place of maturity or thinking at the same time. Depending on both age and experiences, we all grow in our capacity to reason, think, and assess what’s going on around us at different paces. That means that you can’t apply a one-size-fits-all approach to any discipline or type of interaction. Each person is more effectively addressed when their stage of development is clear in the mind of those interacting with them. This episode dives into those developmental stages and highlights how an understanding of them can be used to further the conversations surrounding sales decisions.
Why is change so difficult for some people?
Change - whether it has to do with habits or living conditions - is difficult for many people to process and deal with. Some people are so averse to change that they are unwilling to flex in any way when something outside their version of “normal” happens. Bob Kegan calls this “Immunity to Change” and says that it’s developed in a number of ways. But similarly, it can be overcome in a number of ways - and if sales professionals are to make headway in convincing prospects that proposed change is not only necessary but good, they need to understand how to overcome change immunity. Bob Kegan sheds light on the phenomenon on this episode.
Can an organization have a change immunity?
While it’s clear that individuals often are resistant to change of various kinds, it’s also possible that an entire organizational culture can have the same kind of immunity to change. It’s fashioned through the type of leadership, values, and interactions that are demonstrated within the organization over time and it’s not easy to