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.
Typically, in the course of one 30-day module, the learner will be exposed to:
- 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.