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Eating Sacred Cows

Written by: Harlan Goerger

Article Overview: The ability to change and deal with change can challenge the best salesperson or leaders. Here are specific ideas that will help you move others through change.

Eating Sacred Cows

Tools to overcome fear of change In my last article,Leaving $10,000on the table, I gave an example of how fear of change can control peoples lives and cause them to not move forward.

The question is how often do we deal with this in business and our personal lives?

I'll give you a few ideas and tools that just might work on overcoming some of this resistance....

First let's understand some reasons why people cling to the current situation even when it is not the best choice.

Dr. Kevin Hogantalks about the "Hamster Wheel" that people go to everyday. They complain about the wheel, they really do not like the wheel, yet they go everyday and perform the same behaviors.

His explanation of this is, although the "Hamster Wheel" is disliked, it is familiar and they know what to expect, even if it is negative. The comfortableness of the "Hamster Wheel" keeps most people from making the changes. Even though it is "painful" the familiarity is less "painful" than any new changes. Even with it being negative it is "secure" in their mind, it is a known factor and therefore secure.

Ok, I can either identify with this myself or certainly know others that fit this. What can I do to move these people out of their "Hamster Wheels"?

First of all we must understand that many of these people will never make the change. Getting out of the "Hamster Wheel" will simply never happen. The fear of change is far too great and too overwhelming for them. They would die of heart failure under the stress!

We need to realize this and move on!

So that leaves us with that smaller group that could and would be willing to step out of their "Hamster Wheel".

Now that we have narrowed our focus to this smaller percentage, what are some tools we can apply to assist them in making the move?

For them to move out of the familiar to the unfamiliar most need plenty of the following:

• a. Information, do they have an understanding of the change, the factual information, can they see the new picture clearly.
• b. Some form of guarantee that brings the risk down in their eyes. Is the risk minimal, what if it does not work are they are protected?
• c. Time, some simply need time to absorb the information and become comfortable with it. These are not the "jumpers" that grab new innovation and run with it.
• d. "Trust me" is not what they want to hear. They need assurance they can hold onto in some form. The more tangible you can make the change the better.

1. Make many small changes over time. Allow them to take a small step, like a toe in the water, before they dive in. Show them and lead them through the steps and factually reassure them this is the right thing to do. This takes patience and a "driver" or "jumper" just has to slow down or they will scare the person changing and back into the "Hamster Wheel" they will go. Remember, the "Hamster Wheel" is familiar even if it is negative.

This has been one of my personal challenges as a "driver" and "jumper" and I see it in others. They try to overwhelm the resistance with lots of enthusiasm and fast talk. You can observe the other person drawing back and skepticism and mistrust grow with each word! Back into the "Hamster Wheel" and never to come out again!

2. Create a better "Future Picture" from their values and perceptions. In other words, create a better "Hamster Wheel" for them to run in based on their idea of security and familiarity. This has to come from them, so plenty of gentle questioning and getting their agreement (consistency statements) on what is important to them.

Once you have this, feed it back in the form of a "Future Picture" that uses their words and understandings. Once they agree this is what they really want and would be comfortable with, it becomes the "New Hamster Wheel", you can take it away. This creates a strong fear of loss. This pain of new loss can be greater than the loss of their current "Hamster Wheel" and they are motivated to make a change!

This has to be done gently with this type of person. They fear change more than anything else. By the way, this is some 80% of the population! The other 20% are already making the change or looking for the change.

This will all take patience, listening and leadership on your part. These are "Sacred Cows" to these people because they give them a feeling of security and comfort even though there are better choices!

If you approach this large group of our population who are your co-workers, family and business clients with the understanding they may have to do in their "Sacred Cows" to get out of their "Hamster Wheel" you can lead them more effectively.

Let's do in a few "Sacred Cows" because they do make the best burgers!

Till next time, push that comfort zone and get out of your "Hamster Wheel"!

Harlan Goerger

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Article Tags: best choice, current situation, dr kevin, familiarity, fear, hamster, hamster wheel, heart failure, kevin hogan, nbsp, personal lives, resistance, span style, stress, style text, text decoration, wheel, wheels



Related Forum Posts
Re: How does an entrepreneur stay energized? - Hi there, This subject is not only for entrepreneurs. Everybody can benefit from this, that is the reason why 'Healthy Living and Eating' is a multi billion Dollar business. Often I smile, because so much is written about it. So many different business are blooming and doing well. Whilst there is so much knowledge and opportunity to be healthy and well, the need is still growing. There is so much that could be said. The cheapest form of energy is gained by a good sleep.


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