- Pictures, Sounds, and Feelings associated with the material, which could be from video clips, a dynamic speaker, and/or robust audience participation
- The Intensity of Emotions surrounding the associations. A "thousand songs in your pocket!" vs. "Recently redesigned subcompact."
- The Mnemonics, which is a fancy way of saying the meanings you associate with the words or concepts. It is easier, for example, to remember ideas that you can apply to other areas of life than ideas that have no meaning outside of the given context. If I tell you that the tendency to get emotionally involved in the sale will reduce your chance of success, you might find other areas of life where that's also true, which leads to better retention.
The spacing of sales training refers to the following:
- How often does it take place?
- How long between sessions?
- Length of the session.
- The amount of material covered in each session.
The answer to the question posed in the opening is that both the strength of the memory and the amount of time between sessions are equally important. The stronger the memory, the longer is the acceptable spacing between sessions. Extensive sales training experience has shown that one to four weeks is optimal depending on other factors. When training is coupled with coaching, we see dramatic improvements in closing percentages and in revenues.
Training Supplemented with Coaching Improves Results
Book Dennis Connelly to speak at your event.
Photo Credit "Pilot in Training" - Copyright : stokkete (123RF)