TRAIN
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TRAIN
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TRAIN
TRAINING PRINCIPLES Because an agent's participation is critical to retention, our sales trainings must be well prepared, dynamic, enthusiastic, informative and motivate people to action! There are two parts to a great sales training: CONTENT All trainings should be based on the 6 foundations shown below. The training guide provides you with resources to create trainings on each of the foundations. All you need to do is add your own stories and flare to the content provided in the training guide.
PURPOSE WHY DREAMS
GOALS PLANS SCHEDULE
MINDSET
SYSTEMS TOOLS STRATEGIES
DISCIPLINE ACCOUNTABILTY
SKILL SET
DELIVERY No one wants to listen to a monotone speaker. You should bring excitement and energy to any presentation. Learn the content and rehearse so that you can speak intelligently and fluidly on the topic. Remember, people "vote with their feet." This means they migrate when they perceive opportunities to be more beneficial elsewhere. When people migrate away from our sales trainings, migrating from the company may not be far behind. Make sure you are paying very close attention to individuals and their participation. Confront them if they are not showing up and commend them for participating.
PREPARING FOR A TRAINING PRESENTATION The single-most important factors to a successful presentation are energy and enthusiasm. The best content will be ineffective if it is not delivered with energy and enthusiasm. Measured and intentional energy and enthusiasm will allow you to deliver your content, so it is received. Nature (and people) hate a vacuum. You must present with real energy. Don't be Daffy Duck bouncing from spot to spot, but don't be Eeyore either.
1.
Select a topic. Know your message and stick to it. Prepare with the end goal in mind. Remember 2 more deals! Know your audience Ask, "What do they need to know/learn?" Ask yourself, "What will I be passionate about sharing?" What is your main theme? What three (this number is not set in stone but is a good one) points are you going to share? a. b. c. d. e.
Share a story (this can be your own story or someone else's) Share a quote Ask great questions (prepare well thought out questions that lead to self discovery) Ask agents to share 2. Select a few principles within your topic. Within each principle you should: a. b. c. d.
I challenge you to ... Will you commit to ... Would you be willing to ... 3. Call them to action. Use statements like: a. b. c.
A GREAT TRAINING PRESENTATION INCLUDES THANK, ACKNOWLEDGEMENT, PROMISE Tell the audience where you are going to take them and what you are going to share with them. EARN THE RIGHT This is your opportunity to build your credibility. This is done by showing your warts (past shortcomings, current struggles that relate to your topic.) This is important because people need to relate to you. If you appear perfect, they will assume that you have always been like that. This will make you difficult to relate to. HUMOR Tell humorous stories or make humorous statements. These should be canned so you can always call upon them. For example: "George Burns said the key to a great presentation is to have a strong opening and a strong closing and to make certain that the two are close together." THREE POINTS Three points with stories that you intend to share. You may have more points, but in a presentation that is 45-60 minutes, three is usually the best quantity.
STATISTIC/QUOTE/STORY
The best of the three is always the story. However, use all three in your presentations. The stats and questions can be used before, during, and after your story. The easiest way to give a great presentation is to build it around a story. Which story or stories can you share that will help communicate the principles you want people to learn? Remember, stories evoke emotion. Think Hollywood. This is critical. Emotion is a critical step towards changing our behavior and achieving our goals. The best speakers will tell stories within stories. They will also pause the story and help people see the principles in the story. They will also allow for "shared stories." ASK QUESTIONS Engage the audience and keep them engaged. Ask the audience as a whole or ask individuals. Ask the individuals their names and ask them a question or lead them to affirm what you are saying. For example, let's assume you were talking about how difficult it is to change our eating habits and you want to tell a funny story that exemplifies that. Get the audience engaged as you transition to tell the story:
"Hi Bob!"
"Bob, great job on being here! I'm asking you this question, but really, I am speaking to the entire audience: Have you ever committed to not eating something, and the veeeeeeery next day, found yourself eating it? If that has happened to you ,or happened to you just beforeyou walked in here (smiling and nodding your head), say, 'You caught me! C'mon! Everybody! Say, 'You caught me!' "That reminds me of a story ..." EXPECT ANSWERS Never, ever let the audience give a weak answer to your questions. Their lack of energy will zap you of yours and it becomes a vicious cycle that leads to a bad experience for them and you. As a speaker, you feed off their energy!!! Demand that they be energetic by getting their involvement. You and the audience will be glad you did this. Answers can be verbal (i.e., yes, aye, amen) or non- verbal (i.e. raised hands, head nods or shakes.) Remember, you are not standing in front of them to put on a dog and pony show. You are there to make a difference in their lives. To help them begin the process of transforming who they are and the life they live. This is serious business. Take the responsibility seriously and emotionally (i.e. passionately). Your passion (and inevitable energy) will be palpable and transformative for them. Make it yours! CALL TO ACTION Challenge them to implement what you have shared. Cast a vision by asking what their life would be like. If they iplemented what you have shared with them. Give them 2-3 practical things that they could start doing now --- today --- to begin their transformation. Remind them that it is the small challenges over time that have the biggest impact.
THINGS NEEDED BEFORE CLASS FOR MANAGER
2" Binder
3 hole punch
White board or Flip chart
Notebook
Printed agent materials (double sided)
Pen and Highlighter
Attendance Sheet
Working TV/Screen - HDMI to broadcast LIVE
A Good Mindset!
THINGS NEEDED BEFORE CLASS FOR AGENT
2" Binder
Notebook
Pen and Highlighter
A Good Mindset!
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