Dissatisfaction x Vision + First steps (must be greater than) Resistance = Change. This is an easy explanation of a formula for change.
Sunshine: Today we are going to talk about how to motivate people to change.
Crystal: Welcome to the Love of Business. I’m Crystal.
Sunshine: And I’m Sunshine. Let’s get to it.
All right, so, we are going to talk about helping people actually change?
Crystal: Yes, that’s what we’re going to do today.
Sunshine: Wow. Change is always so hard for everyone.
Crystal: Why do you think that is?
Sunshine: Well, I mean, being comfortable and not having to change is a lot easier than taking that leap to the other side, which is where change is.
Crystal: Yeah, that’s absolutely correct. I mean, change is hard. You know, there is the unknown. There is the risk factor. What if it doesn’t work out? But, you know, you can flip it and say, what if it does work out?
Sunshine: Wow. I’m excited to hear about this formula. How about you?
Crystal: The formula for change is a very powerful formula. You can use this formula in your sales process or if you need to help someone in your life change and more forward, you can use it for them. Or you can even use it on yourself, which is great.
So, the formula for change is D times V plus F greater sign R. (D x V + F > R)
Sunshine: Okay. Hang on a minute. You just spouted out a complete, like math problem. And are you going to explain what all those letters mean?
Crystal: Yes, yes, I am. And I promise it’s not math.
Sunshine: Okay, great.
Crystal: The D stands for dissatisfaction. The V stands for vision. The F stands for first steps. And the R stands for resistance. Now, when you are looking at this formula, it is in a very specific order, okay? So, it starts with the dissatisfaction. A lot of people skip the dissatisfaction and jump straight to the vision. Well, that’s not helpful because people don’t move forward or change solely based on vision. They move forward and change based on dissatisfaction and pain points, primarily.
So, also when you’re looking at this formula, everything on the left hand side has to be greater together, compounded, those three elements than one resistance. That is how powerful resistance is. So, when you are helping someone whether it be a prospect, friend, or a colleague, or even yourself to change, go through the formula and the dissatisfaction that you need to ask is tough probing questions to unveil their pain points. You know, if they stay in that pain, what would that mean for them? What will that cost them? What will the lost opportunities cost?
Only after you unveiled all the pain can you go to the vision. Now, that is your services or products that can help them get them out of pain. And only after you talk about the vision, can you go to first steps. And that’s when you start closing the prospect into a paying client.
Sunshine: Okay, so dissatisfaction times vision plus first steps has to be greater than resistance to equal change?
Crystal: That’s correct.Sunshine: What’s your number one take away from today’s video? Leave us a comment and thanks for watching.
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