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Learn - Practice - Reinforce

The beginning of a new year is a wonderful time to consider how to improve your ability to learn and retain selling skills in 2023. 

The Ebbinghaus “Forgetting Curve”

At the Track Selling Institute, we believe in the Ebbinghaus Forgetting Curve. Never heard of it? Most haven’t.

In 1885, Hermann Ebbinghaus, a German psychologist, published a study on the effects of time on memory retention. He focused on what is remembered - and forgotten - over time. His study was replicated in 2015 by Jaap M. J. Murre and Joeri Dros at the University of Amsterdam. In other words, it was valid over 100 years ago and still is today.

Here are four strategies you can use to improve your power of recall and overcome the effects of the Ebbinghaus Forgetting Curve.  

1. Use "Spaced Learning"

Ebinghaus discovered that reviewing new information at key moments on the Forgetting Curve reduces the rate at which people forget it.

2. Overlearn

Another way to reduce the rate of forgetting is to "overlearn" - that is, make an extra effort to learn something. This improves retention and slows the steep drop of forgetting.  

3. Make Information Meaningful

Successful presenters provide material that is clear, relevant, and purposeful. They also provide reasons why to retain it. The more that learners know how something will benefit them, the more likely memory will prioritize it. 

4. Keep Challenging Your Memory

When you review information and discover gaps in your memory, don't despair! This is the most productive time to stretch your recall. Learning at this point will be all the stronger because of the mental challenge involved. 

To view how your selling skills can overcome the Ebbinghaus Forgetting Curve, here are links to two samples that were recently made available:

Track Selling MicroTrack

Track Selling LearnTrack

Good luck, good selling, and good memory retention. 

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to learn more about this highly acclaimed sales training now online and on-demand.

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