Red-Hot Cold Call Selling: Prospecting Techniques That Pay Off

Developmental Stages in the Learning Process

Before we actually address objections, I would like to provide you with one additional insight. Adult learners go through four stages of development in the learning process: unconscious incompetence, conscious incompetence, conscious competence, and unconscious competence. In the first stage—unconscious incompetence—the adult learner, or salesperson in our case, is not aware of what he doesn't know. Essentially, the salesperson is a newcomer to a particular skill. During the second phase, the salesperson becomes aware of his lack of skills and is very concerned about the deficiency. In the third stage of development, the salesperson starts to become better at the particular skill set; however, he must ...