tw3-marketing

Deficit Learning and the Rise of the Just-in-Time Situational Salesperson

Deficit Learning and the Rise of the Just-in-Time Situational Salesperson

People are more willing to learn and will learn best when they’re in a deficit—a moment of need. This kind of learning is what we call, “Deficit Learning.” For example, do you remember the last time you had to change a flat tire? Chances are, it’s been a while. And when it happens, you’ll probably need to refresh your knowledge by dusting off the old owner’s manual or looking it up online. And that’s okay. Why? Because you learn best when you’re in a deficit. You learn best when you need to learn something—not when knowing something might help […]

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