Predicting Who Will Make a Change

by | Jan 30, 2025

Steve Heiman, the co-founder of the Miller-Heiman sales system, developed a model for thinking about change.

The model was built to help salespeople understand how decision-makers would potentially react to sales proposals.

Heiman observed that people generally fall into one of four change modes:

Growth Mode:The perception that there is a hopeful difference between today’s reality and the potential for short-term gains. Something needs to be done to reach the potential.

Trouble Mode:The perception that today’s reality is not good and will likely deteriorate even more.  A person in this mode has anxiety about the difficulty looming on the horizon. Something needs to be done to avoid the trouble ahead.

Even-Keel Mode:The perception that there is no difference between today’s reality and what will be accomplished in the months ahead. “Rocking the boat” is risky and unnecessary.

Overconfident Mode:The perception that growth and prosperity are inevitable.

If you think about these concepts from a recruiting perspective, the definitions apply.

Prospects who are in a Growth Mode or Trouble Mode have a higher likelihood of making changes.

Prospects who are in an Even-Keel or Overconfident Mode have a much lower chance of making a change.

It only makes sense to focus your recruiting efforts on those who have the highest chance of making a change.

But don’t completely ignore the Even-Keels and Overconfidents.

Surprisingly, these prospects will often give you referrals to others who are thinking about making a change.  You just have to ask:

I know you’re not in a place where you’ll make a change anytime soon, but do you know of others in your network who are struggling?

Recruiting opportunities abound for those with an abundant mindset.

 

 

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