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Three to four weeks before your sales person attends one of our workshop, they must acquire and
read a copy of the pre-requisite manuals. In the weeks before the
workshop, the participant should spend several hours per week learning and
exercising the information contained in the manual. There will be an initial
quiz on the concepts and methods discussed in the manual, on the first day
of the workshop, to confirm the understanding of each participant.
The manuals will form the
foundational understanding necessary for the participant, to put to use
the skill developing portions of the workshop. A participant that
attends a workshop without spending requisite time in the manuals, will
find themselves lost on a frequent basis. Learning the contents of
the manual is a must!
The workshop will not focus
on delivering the information contained in the manuals, it will focus on
using it.
Each participant comes to
class with a foundational understanding of the concepts and methods that will
be used. The instructor provides support and assistance as needed to
ensure complete understanding of skills and form. Any instructions
are delivered at the time of need without regard to a rigid agenda. This ensures peak curiosity learning. If additional instructions are
needed there may be homework assigned to the individual needing more
attention. Demonstrations of the the use and form of methods or strategies
offered will be used so participants can begin to sense and understand the
use of the new information.
After a question is asked a
demonstration or role play specific to the question will take place. The role plays will continue for a reasonable period of time or until a satisfactory
solution to the question is found. If, on the other hand, no
solution can be found the instructor will offer several answers and may offer
personal demonstration, but in any case will attempt to get the
participant to develop the answers on their own.
When a participant develops
their own answers to questions, they retain the information longer and are
more likely to use the skill associated with the answer, than if an answer
is just handed to them.
Utilizing a participant
based learning approach we are able to increase the actual skills of the
participants. The
instructor delivers information based on the needs of the participant, offers
many demonstrations and role plays with the participant and has the
participants develop their own answer set to questions through exercising
the use of the new methods and concepts. This approach improves
results for the following
reasons:
- 1. The instructor moderates what
information is discussed
- 2. The instructor allows the agenda to
flow, ensure the information need is covered
- 3. The instructor directs the
participant to answers for questions asked
- 4. The instructor provides support
for answers with demonstrations and role plays with participants
- 5. The instructor provides answers
only as a last resort, so the participants gain the most for every
exercise
- 6. No rigid time format allows participants to get detailed on any specific area
that concerns them
- 7. Role
plays and real skill development take center stage not the
instructor
- 8. Participants leave the class with
real understanding and new skills
- 9. Often participants end up increasing their sales results in a
matter of a few days or weeks
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Instructor Based Learning
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