Training Methodology

I cannot teach anybody anything.
I can only make them think. -- Socrates

It isn't what we don't know that gives us trouble.
It's what we know that ain't so. -- Will Rogers

Sales Warrior Class Lessons force you to make decisions. By forcing you to make decisions without information, they also force you to make mistakes. We have discovered that by when they are allowed to make mistakes, people learn faster and change their thinking. The simple truth is that we all learn many times faster  from our mistakes and better remember the lessons than we do from getting things right.

Our system uses the Socratic method. We ask you the key question before you are given a lesson. The value of this method is that it forces you to think. Most education is simply a matter of memory, but giving you a lesson and testing your short-term memory afterwards. Good short-term memory assures that you can pass the test after the lesson, but that doesn't mean that you will remember the information when you need it.

The Sales Warrior Class challenges your thinking. All of the answers to our multiple choice questions seem as through they could be correct until you learn front-line strategy. By asking questions before the lesson, you will often choose the wrong answers. While you may find this initially frustrating, you will also find that it forces you to learn quickly, ten times faster than you would in any other form of training.

You are tested constantly, after every few paragraphs of instruction. The system constantly displays you running score. And your answers count. If you do not score high enough, you cannot go on to the next level of lessons. And, as you progress, we make it harder and harder to know what the right answer is, forcing you to go through the lessons or at least the questions again to get a passing score.

This approach isn't designed to be fair. It is designed to emulate front-line decision-making in real life. In competitive environments, we are all constantly tested. We cannot plan our responses because we don't know what the test is going to be about. And we never know the right answers until after we make our decisions.  We learn to think about our decisions before we act because our decisions have consequences.

The questions and exercises in our Sales Warrior Class on-line training were originally developed from our live workshops in front-line strategy. To the untrained eye, many answers will seem similar. Once you are trained, however, you will see that the difference between the right answer and the almost right answer is like the difference between night and day, or, as Sun Tzu says, "like balancing a coin of silver against a coin of gold."