Kahle Way® Sales System’s
Immersion MethodologyThere is a huge difference between ‘knowing’ and ‘doing.’ That’s the foundational truth upon which the Immersion methodology is built. Far too much sales training is based on the idea that transferring information from one person (the trainer) to another (the trainee) is sufficient. That’s a concept that originated in academia. Academic programs focus on knowledge and use quizzes and exams to measure it. Unfortunately, if someone ‘knows’ something that is no guarantee that they will actually do it. In the world of sales, you attain results by what you do, not what you know. Effective sales training builds practices, processes, and habits. When it is effective, it changes behavior by substituting positive practices for negative. Behavior change rarely happens as a result of a one-time event. In other words, listening to a speaker or watching a video rarely produces behavior change unless the learner has other types of additional interaction with the content.
That’s why we created the Immersion Methodology.When you want a sponge to fully absorb water, you immerse it into a pool of water. When you want a person to fully absorb a process, principle or practice, you fully immerse them into it. That’s a great way to understand the immersion methodology. First, we focus on powerful, proven content, communicated in a way that is easy to understand and easy to implement. Then, we use spaced repetition – a proven learning methodology – to expose the person to multiple messages over a period of 30 days. We want to keep the ideas we are teaching on the top of their mind. Instead of just one exposure to the content, the immersion methodology provides multiple exposures. And, we use multiple mediums, to accommodate variations in learning styles.
- At least one email describing the content.
- An audio podcast building on the concept.
- A blog post (or several) dealing with the content.
- A video describing the heart of the message.
- A set of worksheets that require the learner to interact with the content.
- An application exercise that requires the learner to actually use the ideas expressed.
- A peer-group discussion (or a one-on-one with his/her supervisor) to discuss the results of his application exercise.
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Not Just Sales Skills & Techniques - A Transformation in Selling...
The Immersion Program is authored by the world’s most widely recognized authority on sales: Dave Kahle. Dave has written 13 books which have been translated into 8 languages and are available in over 20 countries. He has appeared in front of the conferences of 89 national associations, and personally worked with over 429 individual companies. He’s touched literally thousands of companies and tens of thousands of B2B sales people through his seminars and webinars.
In his first career as a sales person, Dave Kahle was the number one sales person in the nation for two different companies, in two distinct selling situations. That led to his second career as a sales authority.
As a sales authority, Dave has written 13 books, which have been translated into eight languages and available in 20 countries, and presented over 1,000 times in 47 states and 11 countries. He’s trained literally tens of thousands of sales people to sell better, thousands of sales managers to manage better, and has worked personally and contractually with over 459 companies.