How do we learn so that we can best recall and then use our new skills or knowledge when we need it?
Experts Geoff Colvin and Marcus Buckingham have both found that “determined practice” develops our ability to recall. Watching and listening to a critical behavior multiple times eases the process of locking it into your long-term memory. The majority of us have had direct experience with this learning style.
Most people would agree that watching a long presentation over and over is a daunting task with little enjoyment or engagement. When viewing a three-minute clip on any topic, such as When to state your price can not only be enjoyable but also engaging—and you will “get it” immediately.
We have all been through nerve-wracking role-play scenarios with a manager who seems to be waiting for you to make a mistake. This can be is stressful and also embarrassing. If you are anything like me, it probably made you frustrated and mad as well. Role-play is thought of as a strong-minded practice. However, when you are not sure of the overall goal—while witnessing your manager turn red because they want to criticize you—it ends up being not at all fun. This is not effective for development and learning.
By putting your learning needs in the hands of educators and salespeople, who have already made an impact on the sales profession, will be effective in guiding your learning needs. This approach to professional growth will be as close to individualized instruction as you have ever experienced. Receiving corporate training is critical to learning the features, benefits and value propositions of your product.
It is not sales training unless the company has a six- or more- week curriculum. Even if they do employ the level of training, your stress, fatigue, lack of exercise or lack of sleep will affect your ability to learn. Remember, you know your products, but ensure your skills teacher and behavior trainer can meet your direct needs.
“Sticky” learning is used in a structure that is reinforced, updated and continuous. The training is laid out this way so that it is easy to recall, ready to apply and it is personalized. You should want to and be able to continuously learn; at home, on the go, and wherever/whenever so that you can practice with as many styles or scenarios that you want.
Effective learning is designed for you, based on your personal assessment—and nobody else.
Remember, the only thing we can’t make more of is time, so SELL WELL!
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