Change Management Workshop (08-01-2019)

5 Minute Change Case – Part 1

You have to sell a software to the clients without increasing the discount from 10% to 20%
and you have to convince your sales team to do that.

RATIONAL (WHY) DESIRE (DO I WANT TO) ABILITY/FLEXIBILITY (CAN I )

 Investment  No I don’t want to Maybe

 Profitability Margin but I have to in order Depends on the economic
 Product Development for the profitable condition of the country,
growth of the economic recession, clients are
company in future more price sensitive

You have to create a situation to sell your product, make it very convincing of a dead end for
your client to fall for it and buy it. Fire in the shard and cross on a 15cm plank across to
another building example.
This in real life how you portray your product and its benefits to your client. You highlight
how if product is not bought, it will make you lose the competitive advantage if your
competitor buys it
The price you are paying at the for this upgrade is way less than the loss of losing market
share and profit share.

HOW TO
ANNOUNCE
CHANGE