{"id":2201,"date":"2015-03-23T15:15:17","date_gmt":"2015-03-23T15:15:17","guid":{"rendered":"http:\/\/buyingfacilitation.com\/blog\/?p=2201"},"modified":"2015-09-17T18:04:21","modified_gmt":"2015-09-17T18:04:21","slug":"resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter","status":"publish","type":"post","link":"http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/","title":{"rendered":"Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter"},"content":{"rendered":"

Do you know what\u2019s stopping you or your company from making the changes necessary to have more success? Or why prospects aren\u2019t buying something they need? Or why clients aren\u2019t adopting the changes they seek? The problem is resistance. And as change agents we\u2019re inadvertently creating it.<\/p>\n

Change requires that a complacent status quo risk its comfort for something unknowable – the probable loss of narrative, expectations, habitual activities and assumptions with no real knowledge of what will take its place. People don\u2019t fear the change; they fear the disruption.<\/p>\n

THE STATUS QUO OF THE SYSTEM<\/p>\n

To understand why our status quo is tenacious we must understand systems. Simply, a system \u2013 for the sake of this article families, corporations, or individuals \u2013 is
\n1. a collection of policies, beliefs, agreements, goals and history, uniquely developed over time, which
\n2. embrace uniform rules that are
\n3.recognized and accepted by all and
\n4.constitute the foundation of all decisions.<\/p>\n

Because of the law of homeostasis (simply, all systems seek stability) any change potentially disrupts the status quo and will be resisted, even if the \u2018new\u2019 is more effective; even if the system seeks the change; even if the persuader is skilled at persuasion tactics.<\/p>\n

Until or unless a system is able to shift its rules so that the new product, idea or implementation has the ability to fit in and new rules are adopted that reconfigure the status quo from within, change faces an uphill battle. The system is sacrosanct.<\/p>\n

To get folks to change their minds or accept a solution and avoid resistance, it\u2019s necessary to first
\n*help the system discover the differences between the new and the old,
\n*help the system discover the details of the risk,
\n*facilitate an acceptable route to managing the risk,
\n*facilitate buy-in from the right people\/elements
\nregardless of the efficacy of the proposed change or the need.<\/p>\n

OUR GUIDANCE PUSHES AGAINST STABLE SYSTEMS<\/p>\n

Entire fields ignore these change management issues to their detriment:<\/p>\n

– the sales model<\/i> fails 95% of the time because it attempts to push a new solution into the existing status quo, without first facilitating a buyer\u2019s non-need change issues;
\n– coaches <\/i>end up needing 6 months with clients to effect change as they keep trying to push new behaviors into an old system \u2013 and then blame clients for \u2019not listening\u2019 or believing they have the \u2018wrong\u2019 clients;
\n– c<\/i>onsultants and leaders<\/i> have a high rate of failed implementations as they attempt to push the new into the old without first collaboratively designing new structures that will accept the change.<\/p>\n

Persuasion and manipulation tactics and guidance strategies merely push against a stable system. As outsiders, it\u2019s unlikely we can acquire the historic knowledge and consensus from all relevant insiders, or design the new rules for systemic change, for our ideas or solutions to gain broad acceptance throughout the system.<\/p>\n

We can, however, facilitate the system in changing itself. Then the choice of the best solution becomes a consequence of a system that is ready, willing, and able to adopt excellence.<\/p>\n

Obviously, having the right solution does not cause change: pitching, suggesting, influencing, or presenting before a system has figured out how to manage change is not only a time waste, but causes resistance and rejection of the proposed solution. So all of our logic, rational, good content, reasoning, or persuasion tactics are useless until the system is ready. Facilitate change first, then offer solutions in the way that the system can use it.<\/p>\n

The question is: do you want to place a solution? Or expedite congruent change?<\/p>\n

LISTENING FOR SYSTEMS; FACILITATING CHANGE<\/p>\n

For the past 30 years I have designed unique models that facilitate change from the inside. Used in sales, and now being used in the coaching industry, my Buying Facilitation\u00ae model offers a unique skill set that teaches systems how to change themselves, and includes listening for systems rather than content, and a new way to use questions (Read Dirty Little Secrets<\/i><\/b><\/a>).But whether you use my model or develop one of your own, you must begin by facilitating change, not by attempting to first \u2018understand need\u2019 or place a solution or idea.<\/p>\n

I\u2019m suggesting that you change your accustomed practices: the idea of no longer listening for holes in a client\u2019s logic to offer guidance goes against the grain of sellers, coaches, and consultants. By listening for systems, by focusing on facilitating change and enabling consensus and change management, change agents are more likely to sell, coach, and implement.<\/p>\n

I\u2019ve written a new book (What?<\/i><\/b><\/a>) to help you hear what others are really saying rather than just what you want to hear. \u00a0Read it, and then let\u2019s start a conversation. Let\u2019s begin to think of managers, sellers, leaders, and coaches as true consultants who can hear what their clients mean. Let\u2019s add a few facilitation skills and be the agents of real change with integrity.<\/p>\n

Contact Sharon Drew to facilitate change in your team via training or coaching, or have her speak at your next conference:\u00a0sharondrew@sharondrewmorgen.com<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

Do you know what\u2019s stopping you or your company from making the changes necessary to have more success? Or why prospects aren\u2019t buying something they need? Or why clients aren\u2019t adopting the changes they seek? The problem is resistance. And as change agents we\u2019re inadvertently creating it. Change requires that a complacent status quo risk […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_exactmetrics_skip_tracking":false,"_exactmetrics_sitenote_active":false,"_exactmetrics_sitenote_note":"","_exactmetrics_sitenote_category":0,"footnotes":""},"categories":[29,1],"tags":[],"yoast_head":"\nResistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter - buyingfacilitation.com\/blog<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter - buyingfacilitation.com\/blog\" \/>\n<meta property=\"og:description\" content=\"Do you know what\u2019s stopping you or your company from making the changes necessary to have more success? Or why prospects aren\u2019t buying something they need? Or why clients aren\u2019t adopting the changes they seek? The problem is resistance. And as change agents we\u2019re inadvertently creating it. Change requires that a complacent status quo risk […]\" \/>\n<meta property=\"og:url\" content=\"http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/\" \/>\n<meta property=\"og:site_name\" content=\"buyingfacilitation.com\/blog\" \/>\n<meta property=\"article:published_time\" content=\"2015-03-23T15:15:17+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2015-09-17T18:04:21+00:00\" \/>\n<meta name=\"author\" content=\"Sharon Drew\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@sharondrew\" \/>\n<meta name=\"twitter:site\" content=\"@sharondrew\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Sharon Drew\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"4 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/\",\"url\":\"http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/\",\"name\":\"Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter - buyingfacilitation.com\/blog\",\"isPartOf\":{\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/#website\"},\"datePublished\":\"2015-03-23T15:15:17+00:00\",\"dateModified\":\"2015-09-17T18:04:21+00:00\",\"author\":{\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/#\/schema\/person\/856fb80fa68ceae6a66b0b9c056fd11c\"},\"breadcrumb\":{\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/\"]}]},{\"@type\":\"BreadcrumbList\",\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"http:\/\/buyingfacilitation.com\/blog\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter\"}]},{\"@type\":\"WebSite\",\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/#website\",\"url\":\"http:\/\/buyingfacilitation.com\/blog\/\",\"name\":\"buyingfacilitation.com\/blog\",\"description\":\"Buying Facilitation\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"http:\/\/buyingfacilitation.com\/blog\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/#\/schema\/person\/856fb80fa68ceae6a66b0b9c056fd11c\",\"name\":\"Sharon Drew\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"http:\/\/buyingfacilitation.com\/blog\/#\/schema\/person\/image\/\",\"url\":\"http:\/\/2.gravatar.com\/avatar\/59a9d20a04fd5ed42ae52e76c9726cd5?s=96&d=mm&r=g\",\"contentUrl\":\"http:\/\/2.gravatar.com\/avatar\/59a9d20a04fd5ed42ae52e76c9726cd5?s=96&d=mm&r=g\",\"caption\":\"Sharon Drew\"},\"url\":\"http:\/\/buyingfacilitation.com\/blog\/author\/sharon-drew\/\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter - buyingfacilitation.com\/blog","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/","og_locale":"en_US","og_type":"article","og_title":"Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter - buyingfacilitation.com\/blog","og_description":"Do you know what\u2019s stopping you or your company from making the changes necessary to have more success? Or why prospects aren\u2019t buying something they need? Or why clients aren\u2019t adopting the changes they seek? The problem is resistance. And as change agents we\u2019re inadvertently creating it. Change requires that a complacent status quo risk […]","og_url":"http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/","og_site_name":"buyingfacilitation.com\/blog","article_published_time":"2015-03-23T15:15:17+00:00","article_modified_time":"2015-09-17T18:04:21+00:00","author":"Sharon Drew","twitter_card":"summary_large_image","twitter_creator":"@sharondrew","twitter_site":"@sharondrew","twitter_misc":{"Written by":"Sharon Drew","Est. reading time":"4 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/","url":"http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/","name":"Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter - buyingfacilitation.com\/blog","isPartOf":{"@id":"http:\/\/buyingfacilitation.com\/blog\/#website"},"datePublished":"2015-03-23T15:15:17+00:00","dateModified":"2015-09-17T18:04:21+00:00","author":{"@id":"http:\/\/buyingfacilitation.com\/blog\/#\/schema\/person\/856fb80fa68ceae6a66b0b9c056fd11c"},"breadcrumb":{"@id":"http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/"]}]},{"@type":"BreadcrumbList","@id":"http:\/\/buyingfacilitation.com\/blog\/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"http:\/\/buyingfacilitation.com\/blog\/"},{"@type":"ListItem","position":2,"name":"Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter"}]},{"@type":"WebSite","@id":"http:\/\/buyingfacilitation.com\/blog\/#website","url":"http:\/\/buyingfacilitation.com\/blog\/","name":"buyingfacilitation.com\/blog","description":"Buying Facilitation","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"http:\/\/buyingfacilitation.com\/blog\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"http:\/\/buyingfacilitation.com\/blog\/#\/schema\/person\/856fb80fa68ceae6a66b0b9c056fd11c","name":"Sharon Drew","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"http:\/\/buyingfacilitation.com\/blog\/#\/schema\/person\/image\/","url":"http:\/\/2.gravatar.com\/avatar\/59a9d20a04fd5ed42ae52e76c9726cd5?s=96&d=mm&r=g","contentUrl":"http:\/\/2.gravatar.com\/avatar\/59a9d20a04fd5ed42ae52e76c9726cd5?s=96&d=mm&r=g","caption":"Sharon Drew"},"url":"http:\/\/buyingfacilitation.com\/blog\/author\/sharon-drew\/"}]}},"_links":{"self":[{"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/posts\/2201"}],"collection":[{"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/comments?post=2201"}],"version-history":[{"count":7,"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/posts\/2201\/revisions"}],"predecessor-version":[{"id":2457,"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/posts\/2201\/revisions\/2457"}],"wp:attachment":[{"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/media?parent=2201"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/categories?post=2201"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/buyingfacilitation.com\/blog\/wp-json\/wp\/v2\/tags?post=2201"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}