How Do You Make Changes: Addition or Subtraction?

Almost everyone equates change with loss. We think first about what we are going to lose before we think about what we will gain.  Most of us are like that.

But most people are also more prone to accept change when you sell the benefits (to them) – not what they are losing (features, for you).

It helps them focus on “addition” rather than “subtraction.”

Think about basic changes you have been forced to make. If you didn’t initiate the changes you thought about first what you would miss?  Your people will begin to focus on gains as well.

It’s all about the benefits you are adding to employees, staff, customers, members and clients.  Not the features of the new process or product.

Jim Mathis is an international professional speaker and author of the Best-selling Reinvention Made Easy: Change Your Strategy, Change Your Results.  To receive his free monthly e-newsletter with articles like this send a SUBSCRIBE message to: subscribe@jimmathis.com.

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