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Category Archives: training
Training Programs and The Curse of Knowledge
Is it better not to know too much? When working for a manufacturer, I asked a group of product trainers, “How important is it to have a thorough knowledge of a product in order to be effective as a trainer?” … Continue reading
Posted in training
Tagged Curse of Knowledge, education, learning, sales training, training
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Setting Your Training Objectives
Training Objectives Once you have commited to a training program, it's a good idea to think about your training objectives. Don't think that you can simply repurpose your company goals as training objectives. Objectives need to be much more specific … Continue reading
Posted in Management, training
Tagged business, education, ideas, learning, sales training, training
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Determining Your Training Needs
Training Needs Analysis – A First Step If you think you might need a training program for your sales force, the first step is to conduct a needs analysis. A thorough needs analysis will take some time and effort, but … Continue reading
Posted in Management, training
Tagged business, education, learning, productivity, sales, sales training, training
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Your Training Problem
Do you think that you have a training problem? I don't think so. If you went to the hospital with a broken arm and they put a cast on your arm would you say that you have a cast problem? … Continue reading
Posted in Management, training
Tagged education, ideas, improvement, learning, marketing, productivity, retailing, role-play, sales training, training
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3 myths about training
3 common myths about training are revealed. Continue reading
Posted in training
Tagged education, improvement, learning, productivity, sales training, training
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The 7 Habits of Highly Effective Appliance Salespeople
Steven Covey recently died of complications from an injury suffered in a bicycle accident. He's most famous for his bestseller, The 7 Habits of Highly Effective People. Here are 7 entirely different habits that are characteristic habits of … Continue reading
Posted in Appliances, Business, Management, training
Tagged appliance industry, appliances, education, ideas, improvement, retailing, sales, sales training, training
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Sales training success is linked to learning activities
In the two previous blogs we’ve argued that lecture based PKs or training sessions are not effective, and that good training sessions begin with having specific performance objectives. Simply telling sales associates about the features and benefits of your product, … Continue reading
First step to a successful PK or sales training session.
It all begins with the PK objective. Ask yourself this question: What is it that I would like to have happen as a result of this meeting? You’ll probably come up with an answer like, “I want them to know … Continue reading
Posted in Appliances, Business, Management, training
Tagged PK, sales training, training
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Making PKs and other sales training sessions work.
The initials P.K. stand for product knowledge. Just like the student in Gary Larson’s famous comic, the sales associates attending most PKs already have brains full of more information than they can possibly keep track of. They’re barraged by emails … Continue reading
Posted in Appliances, Business, Management, training
Tagged education, PK, sales, sales training, training
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