Every capability exists solely for its corresponding activity. I would like to apply that truism to the matter of selling skills. Experience, both mine and that of other trainers, has taught me that too many sales systems stress the capability more than the activity. The trouble with such an approach is that the students of those systems do not end up with the capability, because the capability can only be used through repeated proper activity. For unlike our capability of sight which we first acquire and then practice, the selling skills must first be practiced in order to be acquired.
All teachers run the risk of stressing capability over activity.
I was reminded of having done just that some years ago when I taught ancient Roman civilization. On the final exam the students were directed to state their impressions of the Romans. My first reaction was one of amusement. But as I reflected on the student's answer, I painfully realized that he had actually commented on my failure to let those ancient mute stones speak. I am afraid we sales trainers often commit the same mistake.