How should we deal with resistance to change in organization?

SHADAV MOHAMMAD ANSARI PMO| ITC INFOTECH INDIA PVT. Ltd. New Delhi, Delhi, India

How should we deal with resistance to change in organization?

Posted: Dec 5, 2017 3:53 AM

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Gourdon Tomes Portfolio Manager| National Disability Insurance Agency Geelong, Victoria, Australia

Dec 05, 2017 6:31 PM

Replying to Sergio Luis Conte

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Take a look to Solution Selling or SPIN Selling selling method. I am using it from years ago and I have promoted to use it in several organizations I have the opportunity to work in with all related to stakeholders. I am not a seller but it works for me. You will find the original books and papers for free into the internet.

Agree - SPIN is a technique beyond PROSCI. While PROSCI deals with the process of change, it doesn't get to the nub of the sale - overcoming stalls and objections - the resistance to change requires additional expertise to elevate the DESIRE (this is where the SPIN technique kicks in).

So while PROSCI is a good framework, it is just not sophisticated enough in its techniques. Until you overcome the stalls and objections - you haven't got a sale (Benefits vs Features), so the PROSCI model falls at the second hurdle and it doesn't provide enough skill to the practitioners - as a Portfolio Manager I am continually frustrated with the lack of sophistication Program Mangers and Change Managers display at being able to employ a very basic skill - the Art of the Sale! Context is everything and being able to exhibit the Art of the Sale in a Context is a sign of a real professional.

Posted: May 15, 2018 8:53 AM

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How should we deal with resistance to change in organization?

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