| Have you seen the latest MasterCard commercial | | | | Consider this tip: Content Transfer is king! Don't let |
| where everything is flowing precisely as plan in | | | | the content of your sales or training presentation |
| the florist shop, until some jerk tries to pay with | | | | drive the exchange. In order to transfer |
| that cumbersome old means of exchange...CASH? | | | | knowledge and wisdom to your client (s), you |
| As soon as he pulls out the currency...everything | | | | must be sure to listen to the client and make the |
| screeches to a halt. The system is smooth, but | | | | content fit their needs. Recently, my Partner |
| can't handle any variables. There is NO flexibility. | | | | Lynne and I were dining in one of our favorite |
| Over the years, I have had many opportunities to | | | | establishments and the server informed us of a |
| observe professional trainers and sales people. | | | | new dessert menu. She went on to tell us of a |
| They often offer their information to their clients | | | | contest wherein the server selling the most |
| in a "canned" or scripted format. Take for | | | | desserts in July would be awarded a bonus. Rarely |
| instance the technical trainer who presented his | | | | am I motivated to purchase anything simply |
| program, exactly the same way, every time. It | | | | because the sales person could win something. |
| didn't matter to him whether the participants | | | | How about you? Had she told me about the |
| were new-hires or experienced learners. The | | | | decadent warm chocolate cake with a hot fudge |
| delivery was the same every time. Unfortunately, | | | | center and a scoop of cold French vanilla ice |
| the program was aimed at the more talented | | | | cream, that everyone raves about...she would |
| technicians and therefore it imparted little or no | | | | have sold us. |
| knowledge to the attendees. By the way, they | | | | Being flexible in your presentation in the classroom |
| also said the class was a "boring waste of time." | | | | or a selling transaction is most important. The |
| Each of us has been approached by the sales | | | | client or customer, learner or participant needs to |
| person that delivers a scripted message. They | | | | know, only what they need to know to perform |
| give the obligatory greeting to make us think they | | | | the job or make the purchase. Don't get wrapped |
| care. Then they ask a probing question to lead us | | | | up in your "canned" presentation. Identify your |
| into their sales pitch. Finally they dump all the | | | | clients or participants needs from the product or |
| features and benefits they can muster. | | | | training you offer. Then be flexible in the way you |
| Fortunately, most sales people like this, don't ever | | | | deliver the presentation. Make it fit their needs |
| ask for the sale. So it's up to you...the buyer. Do | | | | and answer their problems. That is how you will |
| you want it or not? | | | | share your knowledge and help your client buy |
| Here's the point:Whether you are a trainer or a | | | | your product or learn from your training. |
| sales person, you must be flexible in your | | | | Be sure to incorporate flexibility into your system. |
| approach. | | | | |