trainers training
TRANSCRIPT
TRAINER’S TRAININGTRAINER’S TRAINING PROGRAMPROGRAM
DXN Training DXN Training
Turn Cell phones OFF!
Pay FULL ATTENTION to all sessions
Reserve questions till the end of presentation
Try to avoid INTERRUPTIONS
No taping of the sessions please!
H O U S E R U L E SH O U S E R U L E S
TRAINERS’ TRAINING PROGRAM
This is a SKILLS TRAINING Program
• Proper delivery of the BOM/ DOP script
• Pre-requisite: Knowledge of Company, Product
& Marketing Plan
• Practice makes one perfect
• Participation encouraged
CLARIFICATION OF CLARIFICATION OF EXPECTATIONSEXPECTATIONS
TRAINERS’ TRAINING PROGRAM
Attitude & Knowledge reqd for:
• Effective BOM/ DOP presentation
• Knowledge of BOM/ DOP scripts
TRAINING OBJECTIVESTRAINING OBJECTIVES
TRAINERS’ TRAINING PROGRAM
• ENLIGHTENMENT - Desire but No Data
• ENCOURAGEMENT - Data but No Desire
• ENLISTMENT - Audience must ACT !
GOALS OF THE PRESENTATIONGOALS OF THE PRESENTATION
TRAINERS’ TRAINING PROGRAM
Your presentation begins from
the MOMENTMOMENT you walk into
the
room!
TRAINERS’ TRAINING PROGRAM
Dress your BEST
• Clothes should fit well & match the occasion
• Use colours that complement your complexion
• Avoid too bright colours
• Avoid heavy jewelry that sparkle, dangle & make noise
• Make up - simple
• Hair - Adds to a positive overall impression
THE APPEARANCE OF A WOMAN THE APPEARANCE OF A WOMAN PRESENTERPRESENTER
TRAINERS’ TRAINING PROGRAM
1. Use a business attire, well pressed & choose a colour that will suit your complexion
2. Use a tie that compliments the colour of shirt
3. Shoes should be appropriate, comfortable, and well shined
4. Hair frames the face, beards should be trimmed
5. Avoid eyeglasses in case not necessary
TRAINERS’ TRAINING PROGRAM
THE APPEARANCE OF A MAN THE APPEARANCE OF A MAN PRESENTERPRESENTER
• CREDIBLE: Represent your message well
• CONVINCING: Present your case in a clear fashion
• CHALLENGING: Close with an
emotional appeal
EFFECTIVE PRESENTATION GOES EFFECTIVE PRESENTATION GOES BEYOND APPEARANCEBEYOND APPEARANCE
TRAINERS’ TRAINING PROGRAM
WORDS that we USE
YOU MUST KNOW HOW TO YOU MUST KNOW HOW TO COMMUNICATE YOUR MESSAGE WELLCOMMUNICATE YOUR MESSAGE WELL
GESTURES
NON-VERBAL CUES
TRAINERS’ TRAINING PROGRAM
TWO WAY STREET
Giving End
Receiving End
TRAINERS’ TRAINING PROGRAM
COMMUNICATIONCOMMUNICATION
• Consider their NEEDS
- Why are they HERE?
- What do they WANT to hear?
• Consider their VALUES
- What is IMPORTANT to them?
• Consider their CONSTRAINTS
- What is their BACKGROUND?
TRAINERS’ TRAINING PROGRAM
Who is my Audience ?Who is my Audience ?
Remember! Audience …
• TV SENSITIZED
• IN A HURRY
• HEARD YOUR COMPETITOR
• EXPECTING A LOT FROM YOU
• HIGH HOPES
TRAINERS’ TRAINING PROGRAM
Your Audience can get Easily Your Audience can get Easily bored !bored !
.
U
• BEGINNING
- Have yourself INTRODUCED
* Prepare your introduction
* Build credibility & expectation
- Break the ICE between you & the audience
* Make them RESPOND
* Make them LOOSEN UP with..
Well-delivered anecdote or joke
TRAINERS’ TRAINING PROGRAM
Winning your AUDIENCEWinning your AUDIENCE
.
• MIDDLE
- Constantly keep your audience INTEREST
- READ their reaction
* BODY LANGUAGE
* FACIAL EXPRESSION
- Get them INVOLVED in the presentation
- Use amusing anecdotes, examples & word picture
- Use simple, colorful & meaningful visual aids
TRAINERS’ TRAINING PROGRAM
Winning your AUDIENCEWinning your AUDIENCE
• CLOSING
- Retaining audience INTEREST UNTO THE END
- Get them EXCITED & MOTIVATED
- Build your presentation to a CLIMAX
- Don’t invite QUESTIONS
- Close DECISIVELY
TRAINERS’ TRAINING PROGRAM
Winning your AUDIENCEWinning your AUDIENCE
• Watch their reactions
TRAINERS’ TRAINING PROGRAM
Delivering Your PresentationDelivering Your Presentation
• Communicate your enthusiasm to audience
• Use an animated & interactive
style of presentation
• Control your audience & command
their attention & response
• POSTURE
- Stand tall & be relaxed
- Stand on both feet & face the
audience all the time
• POSITION & Movement
- Don’t stay on ONE SPOT
- Move about briskly
- Don’t turn your back on your
audience
TRAINERS’ TRAINING PROGRAM
Presentation TipsPresentation Tips
• GESTURES - Help to visualize your presentation
-Be Natural
- Use appropriate gestures as if you are talking to
a friend
-Avoid excessive or inappropriate gesturing
TRAINERS’ TRAINING PROGRAM
Presentation TipsPresentation Tips
• EYE CONTACT
- Builds rapport & establishes communication
- Speak with eye contact
- Look at your audience
- Disarm the audience with a look
TRAINERS’ TRAINING PROGRAM
Presentation TipsPresentation Tips
• USING YOUR VOICE
- Modulate your voice & avoid a MONOTONE
-Speak slowly & clearly. Don’t talk TOO FAST
TRAINERS’ TRAINING PROGRAM
Presentation TipsPresentation Tips
- Talk LOUD ENOUGH for all to hear
- Use your DIAPHRAGM not your throat
- Use pauses properly
• Screen and Projector
- Whether Bulbs are working ?
Always keep a Spare bulb
- Ensure sufficient visibility
TRAINERS’ TRAINING PROGRAM
Pre-Meeting PreparationPre-Meeting Preparation
• White Board & Markers
- Be sure you have a working
-White board
-Markers
-Eraser
• POINTER
- Use a pointer
• SOUND SYSTEM AND MICROPHONES
- Check the hall acoustics to determine the need of
sound system.
• LIGHTING
- Audience area should not be dark
• SEATING ARRANGEMENT
- Don’t put more seats than you need
TRAINERS’ TRAINING PROGRAM
Pre-meeting PreparationPre-meeting Preparation
1. BUSINESS OPPORTUNITY MEETING (B.O.M.)
Objective : To enlist prospects into the business
2. DISTRIBUTORS ORIENTATION PROGRAM (D.O.P.)
Objective : To guide distributors in kick starting their
DXN career
Equip them with Attitude, Knowledge & Skills
TRAINERS’ TRAINING PROGRAM
Presentation ProperPresentation Proper
HOOK
INTRODUCTION
TRAINERS’ TRAINING PROGRAM
Presentation ProperPresentation Proper
TRANSITION PROPER
DIAGNOSTIC QUESTION
Commitment to Listen
Interest in the Presentation
Interest in the Presenter
• Bear in Mind that your audience is asking himself,
“WHY SHOULD I JOIN DXN?”
Show the:
- STABILITY of the COMPANY
- SUPERIORITY of the PRODUCTS
- SIMPLICITY of the MARKETING PLAN
- SUCCESSES of the NETWORK LEADERS
TRAINERS’ TRAINING PROGRAM
Presentation ProperPresentation Proper
• Build up to a CLIMAX• Review the MAIN reason for joining DXN
• Rally them to your closing question
• Emphasize the urgency of making the
decision TODAY
TRAINERS’ TRAINING PROGRAM
Finishing WellFinishing Well
• Stress That: “The decision is yours to make”
• “GO to the person who invited you here today & SIGN UP”
TRAINERS’ TRAINING PROGRAM
Finishing WellFinishing Well
• Organize
• Visualize
• Practice
• Deep breathing
• Relax & release tension
• Move about
TRAINERS’ TRAINING PROGRAM
Dealing with Fear & AnxietyDealing with Fear & Anxiety
• Prepare for all types of questions
• Clarify, amplify or simplify
• Keep answers to the point
• Be honest
• The goal is to WIN the customer
TRAINERS’ TRAINING PROGRAM
How to handle ObjectionsHow to handle Objections
• Learn from other trainers
• Watch and duplicate the
better trainers
• Read and gain Knowledge
• Practice… practice… practice!
• Prepare for questions
• Be versatile & flexible
TRAINERS’ TRAINING PROGRAM
Sharpening the SawSharpening the Saw
A good presenter ENLIGTHENS, ENCOURAGES & then ENLISTS.
TRAINERS’ TRAINING PROGRAM
Measure Measure Yourself by Yourself by
Results Results NOT BY NOT BY APPLAUSEAPPLAUSE