For designers, sales managers and salespeople everywhere
As adults, why is it so hard for us to practice something new?
It’s been my experience that as grown ups we collapse several things that actually keep us from learning:
We collapse being familiar with something to actually knowing it.
We collapse knowing something with actually doing it.
We collapse not knowing how to do something with ‘it can’t be done’.
So, let’s get the terms and the actions distinguished and disconnected.
Familiar is a vague notion, loosely understanding a concept of something and maybe the actions that go with it. It’s just an idea and may not be an experience that we’ve had.
Knowing something requires evidence. I know how to tie my shoes because I see that they are tied and I have done it many times…which is not the same as watching someone else or listening to someone discuss it…that would be ‘familiar’.
Knowing it and doing it aren’t necessarily the same. And in the sales game, the action is what counts. I teach the DiSC behavioral model and some of the learners ‘know’ how to fill in the blanks on paper – they ‘know’ the material. But they don’t USE it, rendering the information almost useless.
To paraphrase Thomas Jefferson, “It doesn’t matter if you know how to read if you don’t read.” While knowledge is powerful, it doesn’t beat taking action.
And lastly, if I can’t do something it only means I can’t do it. I can’t run a 4 minute mile but many people can. It can be done, but I can’t do it. So “I can’t do it therefore it can’t be done” is ludicrous. This deflecting mechanism gets in the way of being realistic about our knowledge and skill and ability to produce results and creates an illusion of our skill level…which is not a good way to improve performance.
There’s only one way to do that: Plan time to practice. Practice the right things. And then practice and repeat. And repeat. And repeat.
Don’t know where to start? I do. Let’s connect and get you and your team on track!
Practice DOES make perfect!
Now, go sell something.
Love, love, love,