Thirteenth Basic Principle: Learning

The path of learning is a safe way of development that leads us to success. In sales, constant learning is important. It broadens our mind and offers us new tools in order to reach our goals. Thus, learning can be achieved in the following ways:

Through books, various visual and acoustic means and through the internet

We live in an astonishing era for human beings. For the first time, every one of us can learn everything on every topic he is interested in. Before us, there is a huge, worldwide library: the internet. We have access to all experiences and knowledge of experts that have already worked on the topic we are interested in studying. The Internet surrounded by stacks of books and other visual-acoustic means that have been created all these years on the field of sales can give us a great advantage. It’s an important benefit that if we take advantage of it, we are heading towards learning.

Hence, our priority is to page through all of them, explore them and learn from all this accumulated knowledge and experience, something that would normally take us decades to acquire it on our own.

Through training

Training in sales is both important and necessary, not only because we put in practice all these things that we have read but also because it is our first step towards action. It is the transfer of theory to action. Moreover, it supports our belief that not only is there people who work in the field of sales but also they do their job pretty well.

Experience and advice offered by our instructors will always be useful while we work as sellers. In large companies, new entrants on sales receive training during several months before the company decides to trust them completely. This kind of training is done in the following ways:

Through seminars concerning sale techniques, various ways of communication with the customer etc.
Through playing roles. Participants play the roles of both the seller and the customer and with the help of video recording they can study in detail their behavior as if they worked under actual conditions.
On the job training. The seller visits customers under the supervision of a more experienced seller and learns with his help.
Through our mistakes

Maybe it is hard for us to realize that all mistakes we make both in sales and in life, are not in fact “mistakes” in a strict sense of this term. They are simple acts that refill our knowledge with new data. However, we perceive those acts as mistakes since they provoke at the same time something painful: pain or a feeling of failure. If we managed to release these acts from all feelings they provoke to us (joy, pain etc.), we would realize that our acts simply provoke results.

If results are positive for us, we simply repeat the act that provoked them in the future. If results are not positive for us, we simply avoid repeating this particular act. If, during a meeting we have with a customer, we make a “mistake” – an act that simply does not bring a positive result to us – the only think we have to do in the future is not to repeat this particular act.

Thus, we feed our brain with all these new data concerning this particular act and we proceed. Through this procedure, our subconscious along with our memory will gradually reject all our “mistakes” – in other words our acts that do not bring a positive result to us – and they will keep all those acts that lead us only to positive results.

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