Presenting the material and making the audience learn by doing

A convoy of ships is geared to the speed of the slowest ship. Likewise, teaching is geared to the speed of the slowest learner. Present the information slowly and clearly. Offer it in proper sequence-first things first. Take only one step at a time. Present no more than the learner can master. Give it in “bite-size” portions. While he can eat 21 meals this week, he can digest only a little at a time. Likewise, he can learn only a little at a time. Both tell and show. If you need help in showing it, arrange for assistance. Dramatize it.

Keep it positive. Teaching what to do is enough to learn. Don’t burden them with what not to do. If you ve taught the right things and they’re doing them, they cannot possibly be doing the wrong things. Suppose you were in the audience. Imagine yourself as the newest salesman. How would it sound to you? How would it look? Would you understand it? Would you start using the new information?

Have the group practice. Let them apply the information during your meeting.
“Three articles of merchandise are listed on the blackboard. Let’s assume you sold those articles. The name of your customer is shown at the bottom of the blackboard. There’s his address, the date, and details of shipping. Now fill out an order form based on this information.”

Role playing is often used. For instance, suppose you’re teaching how to overcome objections. You play the part of a customer, while a member of the audience acts as the salesman. Keep it serious. “Ham it up” too much and you ruin it. After a couple of demonstrations, have the men pair off. Let them practice and drill on each other. This is real training!

Correct mistakes. Reteach where necessary. To facilitate this step, learning by doing, training sessions should be small. Large crowds are difficult to handle. The people get in each other’s way. A rule of thumb suggests that training meetings be limited to 30 people.

Keywords: Sales, Marketing, Business, Sales Training

Tags: sales meeting

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