Challengers: Don’t Confuse Teaching with Learning
September 27, 2012 Leave a comment
For those less familiar, the premise is that the best reps [statistically] TEACH where prospects learn…not SELL…by presenting a unique point of view while offering the prospect value through that unique insight.
Not All Teaching is Good
So what is the problem? The problem tends to present itself with those that misunderstand what the Challengers knew all along…that teaching was never about the teacher.
Those that misunderstand this point and try to emulate the ‘teacher-centric’ model become so enamored with themselves being perceived as the profound ‘teacher’ with a different point of view, that they fail to recognize that nobody is learning anything at all.
As I have said before, “A person who puts their own PR before [t]eaching is merely [PR]eaching.” (Click to Tweet)
The solution? Concentrate less on how well you’re teaching, which puts yourself at the center of things, and concentrate more on how well they’re learning. This puts your focus and attention back where it belongs…on your prospects and customers.
Prospects will never see themselves in the story you’re telling if the focus is on yourself. (Click to Tweet)AUTHOR’S NOTE: If you would like to see more posts like this, make sure Tweet, Like, +1 and/or Share with others as this is always appreciated!
About the Author: Jeff Michaels is a 20-year Sales & Marketing Executive that works with executives, leaders, and teams to create repeatable success in their business. Articles posted here typically emphasize one or more of the three requirements leading to Repeatable Success — Intentionality, Predictability and Repeatability.