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  -  Sales   -  Decision-making   -  The Easier Path To Knowledge Versus The More Effective Path To Learning

This is a follow-up to my LinkedIn post which you can find here.

And conversely to the title above – a shallow path of discovery leads to a shallow solution.

In our training business (specifically the sales training side), we are routinely asked “Well – what should we say?”
It is the response most often said when a person realizes they can improve.
But what they are not hearing their question ask is that they want a single answer – to fit unlimited situations.

Our job as a training company or as a mentor is to not give them the one answer – but a framework to build many answers from this single realization.

Roger Lewin – the great science writer and editor gave us the inspiration for the above quote. His was “Too often we give our children answers to remember rather than problems to solve,” speaking to a generation which was being taught to fill in the right circle on tests (which was the easiest way to grade a test) vs. how to better approach problems (whose answers would have been more difficult and subjective to grade).
Even in education – we are taking the easier path to knowledge versus the more effective path to learning.

But I understand the balance that needs to be made – especially in business. Sometimes just knowing the answer – is the answer. But this is not the “which came first – the chicken or the egg” scenario. The answer is knowledge. And knowledge worth remembering (in brain terms) is knowledge that is discovered. We remember what we have done at a far greater rate than what we are told.

In sales training terms – it is the important step of role-play, it is the importance of one-on-one support, and the ability to test application – not just recollection.

The next time that you need something done – learn how to do it, not who can do it.
The next time someone who works for you asks for an answer, ask them to develop one and be prepared to support both sides.
Don’t make it a sink-or-swim scenario, rather, a learn and teach scenario.

Until next time ~ Stay Optimistic.

For more on Critical Thinking and how this connects (Especially the importance of testing what we read online) – see this post: