Keeping things the way they are

Have you ever wondered why people are not willing to change even when it is obvious that the change will benefit them? I find this "mystery" especially frustrating for sales people. They believe they have a product or service that would really make things better for others, but even the best marketing message and presentation fails to close the sale. In many ways, selling something to someone involves some form of behavioral change. The buyer must act differently than they have before to acquire something they have not had before.

I am involved with several startup businesses and this is the most frustrating part of a new venture. People agree that the product is GREAT and worthwhile, but they do not buy. There is some gravitational pull of the status quo.

For someone to change, and buying a new product is just one form of change, they must be willing to abandon the status quo. BUT, the little voice in their head says, "just keep things the way they are."

Often we think that by dangling something of value in front of someone they will make the change. Research has shown conclusively that just knowing that the new is much better is not enough to cause someone to change.

This leaves many to assume that "people are naturally resistant to change." I am sure you have heard this often and probably said it yourself at times. This is a myth. There is nothing in people's nature that causes them to resist change itself. People can change without hesitation, under certain conditions.

Yes, there can be great value of the new, but no change occurs until the perceived risk of the status quo clears some hurdle. This hurdle can be high or low for different people depending on their situation. This is the "puzzle" you must figure out if you want to stimulate change in another's behavior.

Now, turn this around. What does it say to you about change you face? There are likely opportunities you face for change that you are shying away from. You may even know there is value to the change but you squat in status quo. You had rather KEEP THINGS THE WAY THEY ARE than try something new. Just notice, the force holding you back is your "wall of risk."

Your "wall of risk" is your need for safety and certainty. Any change, regardless of how good it seems, involves a future state different from the current. Even if we don't particularly like the status quo, there is a human nature assumption that THE WAY THINGS ARE is more legitimate and certain than a future that is different.

You must realize that your status quo is not certain. It just seems so. We mistakenly feel that hanging on to the status quo ensures that we escape an uncertain future. That too is a myth.

God calls us to walk in faith. Often this is His invitation to change. I am not saying we should change things just for the sake of change. Or that we should not be thoughtful about change. However, when opportunities come our way, considering it may be an invitation to change should not be easily put aside by clinging to the delusion the status quo is certain.

Paraphrasing Ecclesiastes 5:20,
"It's not the pain or pleasure we get as we go through life, but the joy we have as God guides our heart."     

The lack of willingness in others to change in ways we wish for them is quite frustrating for us. However, the same human tendencies we face in others runs rampant in ourselves. Clinging to myths our nature makes seem so right to us might just be keeping us from the blessings God desires for us. God invites us to move out in many ways, often challenging our status quo. 

It may be worthwhile to ponder this .....