Often, as we grow in our ability our trainings stretch out in order to impart more of our new-found knowledge to our teams. This is a bad practice but it can happen so slowly that we may not even realize that it is happening. One thing to keep in mind is that you should ALWAYS be talking to the new people. One big indication that you’re off track is if you don’t have any new people in your audience OR you are tailoring your presentation for the veterans.
Hopefully, the last post was helpful in getting your training events focused on the results that you should working towards. Dani covered the four goals: 1) handling their objections 2) getting them to start with the top pack 3) help them understand the need for ongoing training, and 4) getting them into action mode. Take a look, how does your training do in these areas?
To find out, look at your results. Three main reasons these trainings don’t get optimal results are things that you can control. First, talking to the new person is critical because your growth potential and excitement is locked up in these people. Second, keeping your outline consistent week after week, may be a little boring to veterans, but it is critical to get the same core information to your new people. And third, getting new people in front of the room in some way keeps things interesting and gets people over their fears and to build their confidence. All of this leads to better duplication.
Dani mentioned a way to close 90% of the new people BEFORE they ever sit down! I will find a recording that goes through that strategy in more detail as soon as I can.
So, I promised you and outline for a Dani’s Saturday training. Here it is:
1) Intro- This takes about 15 minutes and it includes the “I” story of the first presenter and a welcoming all of the people in the room by rank. This means that you ask you guests to stand up first and everyone claps. Then, you go up the list until you hit the highest ranked person in the room. Everyone gets a little recognition.
2) The first segment of training is the “product” segment. This needs to be limited to about 15-20 minutes! Focus on your primary product and don’t do a full product training, those are separate events. If you promote a weight loss product, for example, go through each item in the package and explain how to use it for best results and have a few people share their product success stories. This is not a place to go through the ingredient deck or all or the other products in your line.
3) How-to market or retail your product is the next segment in the training (20-30 minutes). This is where you explain how make money through retail sales or getting people signed up in some way. We used the three meeting plan so we would review retail sales strategies and the three meeting plan strategy. We, of course, had people share their success stories in this area but our goal was to get the new person into action mode. They knew we were going partner with them to help them make money through retail sales AND the three meeting on-the-job training system.
4) Recognition -15 minutes. People will do more for recognition than for money! Give recognition for weekly ACTIVITY or NEW achievement. If a new person sold one bottle of product, they NEED recognition for that activity. Start at the smallest activity that you want to have happen in your business and move your way up the list. “Who handed out 100 flyers?” Woo Hoo!!, “Who read the script to one person?” Woo Hoo!! “Who sold one product?” Woo Hoo!!…you get the idea.
5) The last segment is to promote the next impending event as if it is the very last event that will ever be held! Edify the event, the speakers at that event and the RESULTS you will get from attending that event. Stories, stories, stories!!!
Now, if you have never done a training like this and you are nervous to give it a shot, there is hope! Just use the Dynamic Duplication DVD set to handle some of these segments, just press play! You will still need to do recognition and call on people to share their stories but this is an easy way to get the ball rolling.
So there it is, I hope this helps!