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Consultative Selling eBook

Consultative Selling eBook

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Published by Areeya Mae Factores

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Published by: Areeya Mae Factores on Nov 10, 2012
Copyright:Attribution Non-commercial


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Is it possible to take a complex procedure or process and

break it down into simpler terms while teaching people to

improve their performance?

The answer is yes.

But the question remains – how?

I read an article in Business Weekabout a training method

called Landamatics. The article reported Allstate’s claim

processing operation had improved productivity by 75%

and quality by 90%. This was impressive, but what really

caught my attention was how the trainees were taught the

processes using the Landamatics technique and how, after

training, they reached the performance levels of the experts.

I had to find out more because I was running a claims

processing department at the time and we received 50,000

claims a day. If we did not process all of the incoming claims

in a timely manner, backlogs developed and the results were



disastrous. I was accountable for making sure that did not

happen so, believe me, I was interested in knowing how the

Landamatics technique worked.

I learned that Landamatics was named after Lev Landa,

who founded this methodology. He had published a book,

Algorithmization in Learning and Instruction.I bought the

book, read it and studied it.

Here are the highlights of what I learned about complicated

■They are broken down into smaller steps.

■These steps meet conditions.

■Based on the condition, a decision point is


■Which results in the procedure being completed.


■Moving to a new step or back to a previous one.

Did you ever put together a toy or a piece of furniture?

You get instructions with illustrations and steps numbered in

sequential order. This is called an algorithm. It is the most

expedient way of assembling the product. If you bypass the

algorithm, you might be one of those people who have

various parts, screws and bolts left over.

What I needed to do, according to the book, was find

out what steps the best experts followed. Simple enough, I

thought, but the book provided a warning. Finding out how



people perform exceptionally well would not be simple.

Observing and asking questions were the keys to uncovering

the answer.

I brought in my experts, one at a time, and asked them:

“Why are you one of the best performers?” The number one

answer: “I don’t know; I just do it.” So I followed what

Landa called for, which was observation, recording what I

found, and asking questions.

What I learned from the experts was:

1.After formal training, people find shortcuts to get to

the same outcome or result.

2.This is done through a trial and error process.

3.Once they are satisfied with the process and the

results, this becomes the procedure they use to get

predicable and repeatable results.

I developed an algorithm of the procedures that the top

sellers had been following. I showed it to them and, though

surprised, they confirmed that, yes, that was it.

I then gave some trainees brief instructions and provided

them with the algorithm and a test set of claims to process.

The results were amazing. They were just short of the

productivity metrics of the experts, with only 30 minutes of

instructions. Our training class had consisted of two weeks,

until then.



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