Archive for the 'Sales Skills' Category

This weekend I delivered the super-popular training How to Run a Successful Workshop for 47 participants. It’s a full on training because by the end of it everyone has their own first workshop mapped out.

How this is done is a 13 step process. I’m going to share one of those steps now, so you can get started today with putting together your own workshop.

FORMAT is the basis and heart of EVERY great workshop presenter’s toolkit. It’s a simple 4 step formula for putting together your workshop on any subject, and really making an impact with your audience.

Format is the following four steps:

Why

What

How

What if…

Your audience is motivated by different drivers – some people want to know WHY they should listen to you. Some people want to know WHAT they’re going to be listening to. Some want to know HOW to apply what they’re learning. And some want to look at the other possibilities – they want to know WHAT IF…

People who want to know WHY the topic they’re listening to is important are going to be the people you need to win over first – if they aren’t clear on the value you are providing to them, they will disrupt your presentation and create confusion – something you DO NOT want when presenting.

So what you do is make sure you help the WHY people get the value of your workshop right up front. You help them first, so they can relax and see the value of what you’re saying.

You give them the benefits of your topic first, and they ‘get it’.

Then you help the WHAT people get what it is you’re talking about. You give any definitions you need to, and explain what it is that everyone is learning, and they will ‘get it’.

Then you do the bulk of the training, which is the HOW – this is over half of your entire presentation and by far the most important if your participants are going walk away with something useful they can do as a result of spending this time with you.

You walk them through the steps of your system, your idea or your topic so they can do it too.

When they ‘get it’ nearly everyone in the room is feeling taking care of, listened to and see the value of your topic.

One group left – and this is easy – you ask ‘What is it you want to know as a result of today?’ and you open the group to open discussion. When they ‘get it’ everyone is now included.

This is the basic four step framework that Tony Robbins uses in his seminars.

Because it works.

Love to hear your thoughts on this.

Check out Today’s News to meet the latest group of participants in this training and their comments!

Cheers

Sharon