Not everyone learns the same way. Some people accumulate information without changing anything. Others transform their mindset and evolve. The key lies in how we assimilate knowledge.
- Associative Learning → “I heard this in a course.”
You respond to stimuli without much reflection. It’s like repeating a pitch without understanding what’s behind it. Have you ever followed a sales script without questioning it? - Cognitive Learning → “Now I understand how it works.”
Here, you connect concepts and structures, but you’re still in theory. You know that consultative selling is not about talking but about asking… but do you actually apply good questions in your meetings? - Experiential Learning → “I tried it and realized that…”
When you apply knowledge, your brain retains much more. Every interaction with a client is a laboratory: you test, adjust, and improve. Experience is the best teacher. - Social Learning → “I saw it in action and learned from the best.”
It’s not just about what you know, but who you observe and work with. If you surround yourself with mediocre salespeople, you’ll adopt their habits. If you model the best, you’ll raise your game. - Transformational Learning → “I don’t sell the same way anymore. Now I see everything differently.”
This is the highest level. You don’t just learn techniques—you change your mindset. You no longer see clients, but strategic partners. You no longer think about closing sales but about building long-term relationships.
From Information to Transformation
The problem isn’t a lack of courses or books. Many people still learn passively. Knowing something changes nothing if you don’t use it.
So, how do you take your learning to the next level?
- Make it uncomfortable → If what you learn doesn’t challenge your way of selling, it won’t help you grow.
- Apply it in every meeting → Every conversation is an opportunity to try something new.
- Surround yourself with the best → Model how top consultative sellers think and act.
- Reflect and adjust → It’s not just about doing; it’s about analyzing what works and what doesn’t.
A fundamental difference between an average salesperson and a high-performing one is how they learn.
If you’re still selling the same way you did five years ago, you’re not learning—you’re just repeating.
I invite you to reflect: what kind of learning has truly transformed your career?
If you’d like to discuss this or other Consultative Sales topics, book a meeting with us at mbyl.net. We’d love to exchange insights with you.
#ConsultativeSelling #Learning #Transformation #Neuroscience #ProfessionalGrowth
