The Stages of Change Model is a core concept in understanding behavioural change and is invariably taught in psychiatric and psychology curriculums.
This model, known as the Transtheoretical Model (TTM), was developed by Prochaska and DiClemente in the 1980s. It breaks down the process of behavioural change into six distinct stages.
The understanding of this model and its utilisation are not only relevant in the fields of mental health, but in all areas of human endeavour such as business, politics and personal relationships.
Let’s go deeper into the six stages.
1. Pre-contemplation
Pre-contemplation
This is the stage where individuals are not yet acknowledging a problem. They might be in denial or unaware of the need for change.
Often, they don’t see their behaviour as harmful, or they may think the negatives of changing outweigh the benefits. For instance, a person might enjoy the social aspects of smoking and not consider the health risks significant enough to quit.
The challenge here is to help these individuals become aware of their need for change without causing defensiveness or denial. This might involve discussing the negative impacts of their behaviour in a non-confrontational way or highlighting discrepancies between their current behavior and their broader life goals.
You are unlikely to close a business deal if the other party is in this state of thinking.
2. Contemplation
Contemplation
In this stage, individuals recognise that they have a problem and begin to think seriously about solving it. However, they are ambivalent and not yet ready to commit to action. They weigh the pros and cons of their behaviour and the potential change.
A person might understand that smoking is harmful and contemplate quitting but is daunted by the difficulty of the task. The goal would be to help tilt the balance in favour of change by discussing the benefits and addressing the fears and concerns about the change process.
3. Preparation
Preparation
Individuals in the preparation stage are getting ready to take action. They accept that their behaviour is problematic and start making small changes or plan bigger changes in the immediate future.
A person might start by reducing the number of cigarettes they smoke each day or researching smoking cessation programs. The role here would be to support these initial steps, help set realistic goals, and develop a concrete action plan, reinforcing that even small steps are significant progress.
Targeting this group in the pool of prospects would yield the highest return on investment on resources especially time invested in sales.
4. Action
Action
This is the stage where individuals actively implement changes in their behaviour, lifestyle, or environment to overcome their problem. It requires considerable time, effort, and commitment.
For example, a person might quit smoking entirely, start using nicotine replacement therapy, or engage in a quit-smoking support group. You can play a crucial role in providing ongoing support during this stage, helping to manage stressors and triggers, and reinforcing the individual’s coping strategies to maintain the change.
5. Maintenance
Maintenance
During maintenance, individuals work to sustain the changes made during the action stage and prevent relapse. This can involve continued use of strategies to avoid triggers or ongoing participation in support groups.
For example, a former smoker might avoid situations where they used to smoke or continue using nicotine replacement products. You can help by recognising and celebrating the individual’s progress, offering continued support, and helping them navigate any challenges that arise.
6. Termination
Termination
Not always included in all models, termination is when the individual no longer has the desire to return to their unhealthy behaviour and has complete confidence they will not relapse.
In reality, many people don’t reach this stage and instead spend a long time in the maintenance stage. Your role here might be minimal, as the individual has successfully changed their behaviour, but ongoing support can still be beneficial.
Keep in mind that this model is not linear – individuals can move back and forth between these stages.
It’s not a failure if a patient regresses; it’s just part of the journey. Also, this model emphasises that change is a personal and internal process.
The understanding these stages will help you to tailor your approach to another’s readiness for change in regard to anything, and that strategies for change are appropriate and effective for the specific stage of change the person is in.
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