Do They See the Benefits?

Have you ever sat through a sales presentation?  If you answered in the negative, you are incorrect (see second paragraph).  I recall a sales presentation that I sat through.  The rep rambled on about all of the advantages to the product he was touting.  None of those “advantages” has any use in my life. I amused myself by wondering why the salesman never bothered to gauge his audience.  You see, the features of his product had no relevance as to my needs.  I just could not see the benefits.  If he could have shown me how those features would benefit my needs or my future, then I would have been much more apt to stay focused. Instead I was counting the carpet squares and ceiling tiles.  He missed using transition phrases like “…so that you can…” and “…in order for you to…” There was no personalization.  There was no personal relevance.  There was no connection to my life. Neither viewpoint, interests, nor future goals were brought into the presentation.  I could not see the value. I did not see the benefits.  Better communicators are better sellers. He lost out. By the way, there were 288 carpet squares and 76 ceiling tiles.

To a student, every class period is a sales presentation.  You were a student too, so you remember the sales.  Okay, read this carefully – not every concept that you teach, every text that you read, every story problem that you compute, every project that you require, and every fitness session that you prescribe is not necessarily and inherently heart- stirring to a student.  Just because you personally like to work out linear equations, enjoy sweating like Mike Tyson at a Spelling Bee with a good workout, can paint and draw like Rembrandt, can push nouns and verbs together like Hemingway, see the Periodic Table as a topic for a game night, or your heart rate increases when the History Channel has a special on the making of the Constitution, don’t expect your students to share in your excitement.  You have to be the one to set the table. You teach the subject you do partly because you love that subject.  The kids may or may not share that passion. Some kids end up loving the subject because they love the teacher – think that one through.  Thus, we have to set the table to engage them. First and foremost, YOU have to be excited about what you teaching!    Kids have to see the relevance and you have to be the one to provide it.  However, you will not know how to make it relevant unless you understand the needs of your students.  You can find that out by establishing a great relationship with them and here’s the kicker – actually talking with them!  They may never see the benefits if you don’t provide it for them.  Just another hat for the highly effective teacher = salesmanship.  Don’t lose out.  Besides, you don’t want anyone counting the carpet squares or ceiling tiles.