|
Traditionally, an instructor
would attempt to deliver 15 or 20 years of selling experiences in 3 or 4
days. In order to achieve this, the instructor delivers their
information through some type of highly structured presentation.
Because of the huge quantity of information to be delivered, the
participants are forced to do little more than listen. Questions can
be asked, but they must be absolutely specific to the current topic and
there is little room for discussion of individual participant experiences,
time just does not allow it.
Think about the absurdity of
this scenario. If it took the instructor 15 or 20 years to learn all
the intricate details of selling, how can they teach a group of people, to
do the same thing in a matter of a few hours. Even more amazing is
they are going to teach the group by just talking about how they did it,
not actually letting the participants try. How is that possible?
The instructor provides
instructions at a pace comfortable for them and in an order that makes
sense to them. As the instructions are delivered there may be, at
some point a demonstration of the the use of any methods or strategies
offered, but frequently there is not time to let the participants try the
new concepts or methods. After all the instructor is attempting to
teach 15 or 20 years in just a couple of days, how could there be time for
much else?
After a demonstration, if
any, the instructor asks questions of the participants. If a
participant happens to know the answer, the next question is asked.
Again, because of rigid agenda no time is allotted for discussion of why
an answer is correct. If, on the other hand, none of the
participants can answer the question the instructor may offer another
demonstration, but in any case will provide the answer and then move on to
the next.
All of this time and effort,
from both instructor and participant, and the participants walk away with
only a set of answers. No new skills, no deeper understanding, in
short not much to go home with except a few good stories and a set of
books.
In the traditional approach
to education and training, the focus is on the instructor. The
instructor delivers the information, offers a few demonstrations and then
begins asking questions. This approach often fails for the following
reasons:
- 1. The instructor decides what
information should be delivered
- 2. The instructor builds a rigid
agenda to insure the information is covered
- 3. The instructor decides what
questions to asks
- 4. The instructor provides all the
answers where a participant can not
- 5. The instructor provides all
answers when a participant asks a question
- 6. The rigid time format does not
allow the participants to get detailed on any specific area
- 7. There is little time for role
plays or real skill development
- 8. Participants leave the class with
questions and doubt
- 9. Often the participant ends up
putting the class materials on a shelf and returning to their old
selling style.
What good does that do for anyone?
Participant Based Learning
|
