Train the Trainer in You

Ever attended a Train theTrainer session before? They really teach you some great things as far as Training Delivery, Content Development and Evaluation go. Some of the things that they cover are:

 

1. They typically start off with the Training Need Analysis, the part that can make or break your session. They show you some tools that you can use to ensure that your TNA is done properly so that you do not land up in a situation where you are delivering something and your participants actually want or need something else!

2. How to design content based on instructional design methodologies. So they teach you what activities you can start your session with, what needs to be kept in mind while designing an ice-breaker, how to structure the flow of your session, how to create a design document, how to use various methods of instruction to cater to various learner types and keep them involved and participating, how to write learning goals, etc.

3. Delivery is also based on instructional design methodologies to ensure that you get across to the participants in an easier and more effective manner. So they start off with the things you need to keep in mind while opening and conducting the session which includes how you should walk and how you should talk! Body language and voice are looked into at length to add to your presentation skills. You are also taught ways of increasing participation and motivation as well as how to deal with difficult participants.

4. Evaluation forms a very important part of the entire training cycle. Based on desired level of the Kirkpatrick’s model, the effect of the training is measured to see whether it was really able to fulfill what it was intended to. Evaluation can be at various levels and various tools are used to measure the same depending on the requirement of the client. The primary level of evaluation which is typically done at the end of a session is for measuring the reaction of the participants to the session. It may include points on which the trainer, facility, topics and session on the whole are rated. Other levels of evaluation may include the change in the participants after the session on the basis of knowledge, skills, attitude or behavior; the impact that the session has had on business outcomes and the return on investment of the session.

So when are you attending your next session, the Train the Trainer session?

Selling Skills Training For Your Sales Team

Selling Skills Training has become a must for all sales employees. Competition is growing faster than ever and being one up on your competitor is becoming more and more important. Companies are constantly engaged in improving the quality of their products; however they tend to miss out on who is selling their product and how he’s doing it!

Yes, the sales executive is just as important as the product, if not more! No brownie points for guessing why! That’s why Selling Skills Training is becoming a necessity nowadays.

 

So let’s have a look at what’s covered in such a session:

1. We first have a look at the internal factors, the internal state of the executive. We can’t afford to have an executive who is scared to speak to the customer or gets dejected when a large number of customers refuse to buy his products. So we help the employee get confident. We also help him to have a positive attitude so that he can accept failure and yet go for the next call with the same enthusiasm and motivation as he had gone for the first one!

2. Now let’s move to the outer characteristics of the executive. We now look at his communication and his etiquette. He needs to have basic listening and questioning skills in place so that he can understand the needs of the customer and give them what they want. Apart from that he should be able to build a rapport with the customer, a connect without which any sale can be difficult! Being assertive is also something he needs to learn as getting bulldozed by customers is really not great! We also focus on grooming to create a good first impression, apart from business etiquette.

3. Now that we have helped the executive feel good and look good, we move over to actual selling tactics which in my opinion is a trivial aspect! Once you have the internal aspect in place, the other two just help in sharpening your saw! So how do we sharpen the saw, by focusing on things like negotiation and successful ways of doing it, understanding various customer types to understand how to effortlessly get through to them and how best to deal with their objections, ways of finding new customers and what to do to build long term relationships with the ones you have found and of course how to open and close the sales call, an area which confuses many a salesman!