Photo credit-talentlms.com
No matter what new skill we decide and determine to learn, there are four steps that we all must go through in order to master it. I want to do a flyover of these steps with you today so you will really realize that learning can be slow, difficult, and frequently uncomfortable.
Step 1 – Ignorance. Commonly called Unconsciously Incompetent, meaning at this point you don’t know what you don’t know. You might have heard it said that you can’t find your butt with both hands! Regardless what the skill is, you are ham-handed and completely unaware of how to do it.
For example, a fellow who had been working inside sales over the counter at an auto supply store decided to take a job in outside sales marketing residential environmental services. The first day on the job his sales manager said, “OK Sparky, that desk in the corner can be yours. You’re supposed to have sales experience so get on the phone, make some appointments, and go see some folks. Let’s see if you really can sell.” Sparky didn’t know whether to scratch his watch or wind his butt. He felt self-conscious and awkward, realizing he knew nothing about outside sales. He was used to people walking up to him at the counter of the auto parts store and asking for things. He had never been taught to prospect and make appointments.
Step 2 – Awareness. This step is known as Consciously Incompetent, suggesting you now know what you don’t know. Learning begins at this step.
Because of this new awareness our new Mr. Outside Salesperson became aware how foolish he sounded ‘dialing for dollars’ for the first time. He then realized his need to observe a seasoned seller determining who to call and what he would say when he got a homeowner on the line. Then for the first time Sparky realized there is a major difference between inside and outside sales.
Photo credit-myprojectme.com
Step 3 – Learning. Here you are Consciously Competent indicating you have learned the proper way to perform the skill but must think about it and concentrate totally to do it. You have watched, listened, practiced, role played, and test driven the steps and skills to do the job.
At this point Sparky had been exposed to a lot of training and coaching to the place where he felt like he’d been drinking from a firehose. Although he knew what to do and how to do it, he was still unsteady and unsure when he was prospecting on the phone. He still needed to refer to his ‘cheat sheets’ regularly. Sparky had been on the job for 6 months but still wanted to quit several times each month.
Step 4 – Mastery. Finally you become Unconsciously Competent. It’s been a long year but over time and with lots of practice you have arrived at the place where prospecting and appointment setting has become second nature.
Sparky no longer had to think about every step in the process. Frankly, these skills don’t seem like things he does, but are now a part of who he is as a productive outside salesperson. Sparky hung in there, turned the corner, and learned the skills necessary for his new job and functioned smoothly.
“Yard by yard it’s hard, but inch by inch it’s a cinch.” So if you’ve learned anything at all from this post it should be that “the only losers are the quitters.”
————Lester from Manchester————
I really like the ideas you present each week in your free newsletter and have begun to use your ideas in my selling. Your lessons contain much more relevant material than most other sales blogs I’ve seen. Keep them coming! Lester N., Manchester, N.H. Here’s where to get what Lester gets each week for FREE.
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