Knock yourself Unconscious!!

When we all first started our careers in the automotive business, we began to learn the basics of our jobs.

We all learned different skills such as, greetings, fact finding, product knowledge, the steps to a sale, word tracks, phone skills, prospecting and networking skills, closing skills, follow up skills and so on.

We all got better by practicing, drilling and rehearsing each and every day, without fail and no exceptions! This is what makes us the professionals that we are today.

When someone new comes into our business, I always try and break down the “4 steps of learning” to help them better understand what is ahead of them. By understanding HOW a human being learns a new skill, a person that is trying to understand all of the ingredients it takes to be proficient in their new job, can break it down a bit easier.

The traditional view is that learning a skill is divided into four stages. The four stages are;

Unconscious Incompetence

Conscious Incompetence

Conscious Competence

Unconscious Competence

First there is unconscious incompetence. Not only do you not know how to do something, but you don’t know you don’t know. Never having driven a car for example, you have no idea what it is like. So you start to learn. You very soon discover your limitations. You have some lessons and consciously attend to all the instruments, steer, coordinate the clutch, and watch the road. It demands all your attention, you are not yet competent, and you keep on the back streets.

Next is the stage of conscious incompetence when you grind the gears, over-steer and give cyclist heart attacks. Although this stage is uncomfortable, (especially for cyclist), it is the stage when you learn the most.

This leads you to the stage of conscious competence. You can drive the car, but it takes all your concentration. You have learned the skill, but have not yet mastered it.

Lastly, and the goal of the endeavor, is unconscious competence. All of those little patterns that you learned so painstakingly blend together into one smooth unit of behavior. Then you can listen to the radio, enjoy the scenery and hold a conversation at the same time as driving. Your conscious mind sets the outcome and leaves it to your unconscious mind to carry it out.

These are the 4 steps of learning a new skill.

In order to become a true professional, we ALL must go through these 4 steps.

That is why I encourage you to “knock yourself unconscious”!!!

Practice, drill, rehearse and knock yourself unconscious every day!!!!

About the Author: With 30 years in the retail Automotive Industry, from a Salesperson to a Dealer, I have a vast amount of experience in all areas of the automotive environment.

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Comment by Jim Kristoff on September 2, 2011 at 10:08am: Thanks Stephanie!

It's almost like a tongue twister!!....LOL....

Comment by Stephanie Young on September 2, 2011 at 9:50am: That made me giggle a little but what a great lesson.

Comment by Jim Kristoff on September 2, 2011 at 5:13am: Thanks Marsh!

Bandmates stick together!

Comment by Jim Kristoff on September 2, 2011 at 5:12am: Thanks Bobby!

You maybe knocked down but NOT out my brother!

Comment by Marsh Buice on September 1, 2011 at 9:08pm: Xcellent post brother..prepare ur practice practice ur preparation produce the results. Gr8 job bandmate

Comment by Jim Kristoff on September 1, 2011 at 5:20pm: Thanks Richard!

Comment by Richard Jungkuntz on September 1, 2011 at 5:17pm: I love this post, thanks for the reminder! Practice until it becomes habit!!

In the heat of the battle, you wont have time to think, your " Unconscious Competence " will be what your brain uses to fight!

Comment by Jim Kristoff on September 1, 2011 at 1:32pm: Thanks Pete!!

Comment by Pete Grimm on September 1, 2011 at 1:00pm: Great post, Jim. You can just watch the newbies go through these stages and cringe when they start getting in their own way. Fortunately most breakthrough into unconscious competence - or have sales managers very good at "loading their lips."

Comment by Joe Clementi on September 1, 2011 at 12:37pm: Agreed! Every day, every deal, every day...without exception.