Kindle Notes & Highlights
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August 17 - September 18, 2022
AS TRAINERS, OUR UTMOST RESPONSIBILITY IS TO SHOW THOSE WE ARE LEADING WHAT SUCCESS TRULY LOOKS LIKE.
LEARNING PYRAMID
DEMONSTRATION PITFALLS There are three top demonstration pitfalls that can keep you from thriving at that 30% retention rate. 1. NO DEMONSTRATION
2. HIGH-SPEED RAPID DEMONSTRATIONS
THERE ARE ALWAYS THREE SIDES TO EVERY STORY: WHAT WE THINK WE SAY, WHAT PEOPLE HEARD, AND WHAT WAS ACTUALLY SAID.
Normally a good threshold in selling, phone work, or training is to try to mimic the speed of speech of your learner. If it is a group, pitch your material on the slower side for maximum retention and understanding.
3. THE FIREHOSE METHOD, TOO MANY ITEMS
RIDE-ALONG/ SHADOW DEMONSTRATIONS A popular way to train is to do a ride-along with or shadow a successful person.
Our goal is to make sure the trainee has the right foundation to properly absorb the demonstration, so they know what is important to focus on when they see it in action.
THE MEANING BEHIND THE SECOND “D” = DISCUSS
Right after the demonstration is an ideal spot to ask questions.
“What was the difference between those two examples I just gave?” “Which one of those examples sounds better and why?” “Which part of what I just demonstrated gave you a lightbulb moment?” “How can what I just covered be used?” “Why is what I just explained important?”
AVOID CLOSED-ENDED SKILL TESTING QUESTIONS
Examples of questions they now use include, “How can what I just covered be used?” and “Which part of what I just demonstrated was most important?” or “Who can explain to me what _______ is?”
INTENTIONALITY CHALLENGE #8 Plan your next demonstration: What topic will you cover? What script will you follow? Who will you engage in role-play with? Write three open-ended discussion questions to use in your next training. Make sure to write these three open-ended questions in bold (or a colorful marker) at the top of your training outline. That way, they are easy to reference and will serve as a reminder to prevent you from hijacking your own training.
E IS FOR EXERCISE
The second “E” in the GETDEALS process stands for Exercise.
exercise is defined as, “A task or activity which is done to practice or test a skill,” and/or, “A process or activity carried out for a specific purpose, especially one concerned with a specific skill or area.” So, the purpose of this step is to test a skill.
LESSON 2: THE CONFIRMATION
When training sessions occur in a group setting live or in a virtual setting, it’s even more important to have engagement and discussions,
When training a new skill, the lesson here is to not go longer than 15 minutes without pausing to test knowledge.
