training makes money
DESCRIPTION
You cannot set higher standards or expect your team to go to the next level of sales and service if you are not equipping your team for business success. Ongoing and continuing training will help you build a finely tuned machine for a thriving business. Notes from one of my favorite books, The Ultimate Sales Machine by Chet HolmesTRANSCRIPT
![Page 1: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/1.jpg)
$ $ $ $ $ $
$ $ $
$ $ $ $ $ $
$ $ $ CARMEN CARDOZA DESIGN. DEVELOPMENT. MARKETING.
![Page 2: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/2.jpg)
Some managers view t r a i n i n g a s a n INTERFERENCE with “work” to be done
![Page 3: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/3.jpg)
THE TALE OF THE TWO WOODCUTTERS
![Page 4: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/4.jpg)
Cuts wood ���all day���
![Page 5: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/5.jpg)
Keeps stopping & sitting down���
![Page 6: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/6.jpg)
![Page 7: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/7.jpg)
WOODCUTTER B
WOODCUTTER A
![Page 8: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/8.jpg)
How could this happen? You were resting all day!
![Page 9: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/9.jpg)
I wasn’t resting. I was sharpening my saw.
![Page 10: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/10.jpg)
![Page 11: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/11.jpg)
![Page 12: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/12.jpg)
TRAINING SETS STANDARDS
![Page 13: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/13.jpg)
IF YOU DON’T TRAIN you can’t expect your team to get to the next level or, to meet your standards and expectations.
![Page 14: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/14.jpg)
TRAINING MAKES MONEY
![Page 15: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/15.jpg)
![Page 16: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/16.jpg)
TRAINING SAVES MONEY
![Page 17: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/17.jpg)
![Page 18: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/18.jpg)
![Page 19: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/19.jpg)
REPETITION IS KEY REPETITION IS KEY REPETITION IS KEY REPETITION IS KEY REPETITION IS KEY REPETITION IS KEY
![Page 20: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/20.jpg)
![Page 21: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/21.jpg)
A TYPICAL TRAINING PROGRAM
![Page 22: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/22.jpg)
Trainers come in and blitz you with lots of information
![Page 23: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/23.jpg)
then they leave
![Page 24: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/24.jpg)
You have a healthy glow for
about a week
![Page 25: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/25.jpg)
perception
![Page 26: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/26.jpg)
You’ve received a lot of value because you have gained a lot of information
![Page 27: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/27.jpg)
reality
![Page 28: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/28.jpg)
Without continuous follow-up, very little
sticks from a one-shot training
![Page 29: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/29.jpg)
there is a better
way
![Page 30: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/30.jpg)
By rotating core material regularly, the
same concepts are constantly reinforced
and reiterated
![Page 31: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/31.jpg)
Constantly teach new information again and again until the skill is
permanent
![Page 32: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/32.jpg)
AFTER ONE TRAINING SESSION
MASTER SKILL LEVEL
MOST PEOPLE
LOWEST SKILL LEVEL
Training session
Some permanent skill remains
Skill improves
![Page 33: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/33.jpg)
REPEATED TRAINING SESSIONS
MASTER SKILL LEVEL
MOST PEOPLE
LOWEST SKILL LEVEL
Training session
Skill improves
Session repeated
Skill improves
Skill improves
Session repeated
![Page 34: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/34.jpg)
HOW TO RUN A TRAINING PROGRAM
![Page 35: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/35.jpg)
tell your team what to expect
![Page 36: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/36.jpg)
What will be covered.
How long it will take.
How the information will be covered.
e objective of the particular session.
e obtained skill or knowledge that you hope they will gain.
![Page 37: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/37.jpg)
create a training environment conducive to
learning
![Page 38: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/38.jpg)
Make it fun
Make it open to comments, jokes, and suggestions.
Make it visual.
Make it interactive.
Make it mandatory.
![Page 39: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/39.jpg)
training methods to
consider
![Page 40: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/40.jpg)
Lecture Format
You talk they listen.
![Page 41: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/41.jpg)
If you’re looking for substantial input or group processing, the Lecture Format is
not ideal.
![Page 42: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/42.jpg)
Group Questions Format
You present broad questions to the group and ask for a show of hands.
![Page 43: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/43.jpg)
Interactive. Good introduction tool.
e Group Questions Format helps guide your group to conclude what
is at stake in a given training session.
![Page 44: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/44.jpg)
Group Discussions Format
Facilitating discussion around a given topic or issue for speci"c feedback from the group.
![Page 45: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/45.jpg)
Keeps participants engaged. e Group Discussions Format extracts
common themes that need addressing in the training session.
![Page 46: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/46.jpg)
Demonstration Format
Supervisor demonstrates how employees should perform a given task.
![Page 47: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/47.jpg)
Use the Demonstrations Format to solicit questions and probe to determine
the level of understanding from the employees.
![Page 48: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/48.jpg)
Role Playing Format
e employees demonstrate back to the supervisor.
![Page 49: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/49.jpg)
Role Playing helps each team member automatically do what she is supposed to
do even if she’s rushed, challenged, or surrounded by distractions.
![Page 50: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/50.jpg)
Going Deeper Format
Drill down on the minute details of a process until participants get everything practically perfect.
![Page 51: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/51.jpg)
A highly effective method to improve skills. e Going Deeper Format reveals gaps in the process or neglected steps in
the process.
Come up with solutions.
![Page 52: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/52.jpg)
Case Studies Format
Include concrete examples and case studies in which the concept you are teaching made a big difference.
![Page 53: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/53.jpg)
People remember stories, especially when they are dramatic or humorous.
![Page 54: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/54.jpg)
Test Before & After Format
For every concept or skill you teach, develop a test on that area for the staff.
![Page 55: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/55.jpg)
Shows participants how much they are going to learn and makes the answers
stick when they learn them.
![Page 56: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/56.jpg)
Spot Quiz Format
Quiz participants on material that has been covered to help program the basics.
![Page 57: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/57.jpg)
Little by little, whatever you cover again and again, eventually sticks.
![Page 58: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/58.jpg)
the most powerful training you can conduct
![Page 59: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/59.jpg)
Workshop Training Format
Workshops are a powerful way to facilitate training, improve skills, and implement new procedures.
![Page 60: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/60.jpg)
![Page 61: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/61.jpg)
![Page 62: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/62.jpg)
Technology Training to Boost Productivity
You must have some kind of ongoing and continuing technology training so that all employees know how to take advantage of the technology in front of them.
Make it fully interactive and mandatory.
![Page 63: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/63.jpg)
![Page 64: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/64.jpg)
I’m attracting more clients than ever and ensuring they receive top-
notch service.
INVEST IN REGULAR TRAINING
A WELL EQUIPPED EMPLOYEE
A HAPPY CLIENT
A THRIVING BUSINESS
![Page 65: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/65.jpg)
Are you ready to set higher standards and equip your team to run like a "nely tuned machine?
![Page 66: Training Makes Money](https://reader033.vdocuments.net/reader033/viewer/2022051609/547cc9c0b4af9faf158b51f2/html5/thumbnails/66.jpg)
CONTENT e Ultimate Sales Machine by Chet Holmes
FONT & COLORS Gill Sans Ultra Bold, Minion Pro Condensed Kotaku Palette @ http://www.colourlovers.com/palette/59489/Kotaku
ILLUSTRATIONS Carmen Cardoza
CARMEN CARDOZA MARKETING. DESIGN. DEVELOPMENT.