The ten reasons why great trainers and elearning developers perform terribly as salespeople! - iFive Alliances2024-03-28T13:49:35Zhttp://ifivealliances.ning.com/forum/topics/the-ten-reasons-why-great?commentId=3234727%3AComment%3A13347&x=1&feed=yes&xn_auth=noBrent, I've met Jim Gilmore a…tag:ifivealliances.ning.com,2012-02-02:3234727:Comment:133472012-02-02T03:23:41.882ZPaul Terlemezianhttp://ifivealliances.ning.com/profile/PaulTerlemezian
<p>Brent, I've met Jim Gilmore and his firm is now part of the CGG Alliance that is managed by iFive, He was a speaker at the 2011 Client Advisor Awards Event last year. He is at the root of a great opportunity for the training industry - it is fantastic that you are staying ahead of the curve. I look forward to connecting with you soon.</p>
<p>Brent, I've met Jim Gilmore and his firm is now part of the CGG Alliance that is managed by iFive, He was a speaker at the 2011 Client Advisor Awards Event last year. He is at the root of a great opportunity for the training industry - it is fantastic that you are staying ahead of the curve. I look forward to connecting with you soon.</p> Just read a great book called…tag:ifivealliances.ning.com,2012-01-31:3234727:Comment:133452012-01-31T14:16:12.911ZBrent Darnellhttp://ifivealliances.ning.com/profile/BrentDarnell
<p>Just read a great book called The Experience Economy where we have gone from products to services to experience. The next step is transformation. If you can figure out a way to help your clients transform themselves for the better, you knock your competition out!</p>
<p>Just read a great book called The Experience Economy where we have gone from products to services to experience. The next step is transformation. If you can figure out a way to help your clients transform themselves for the better, you knock your competition out!</p> Laura, thanks for your respon…tag:ifivealliances.ning.com,2011-03-20:3234727:Comment:59772011-03-20T16:35:52.669ZPaul Terlemezianhttp://ifivealliances.ning.com/profile/PaulTerlemezian
Laura, thanks for your response. It is helpful. We are at our best as teachers when we are fully engaged with our learners - listening to them and "coaching" them to competency. We are accustomed to doing this one-on-one and in the classroom (time permitting!) I wonder how to accomplish this online or ondemand?<br></br><br></br><cite>Laura Smith Dunaief said:</cite>
<blockquote><div><p>I think "teacher mode" is common, whether or not you're an instructor. </p>
<p>It's something that sales trainers…</p>
</div>
</blockquote>
Laura, thanks for your response. It is helpful. We are at our best as teachers when we are fully engaged with our learners - listening to them and "coaching" them to competency. We are accustomed to doing this one-on-one and in the classroom (time permitting!) I wonder how to accomplish this online or ondemand?<br/><br/><cite>Laura Smith Dunaief said:</cite>
<blockquote><div><p>I think "teacher mode" is common, whether or not you're an instructor. </p>
<p>It's something that sales trainers struggle to teach salespeople, generally - to turn off the feet-first "let me tell you about what I have and how it will help you" tendency. It's really the opposite that we should be doing: asking questions, listening, understanding, and then coaching clients toward a solution that will help resolve their problems. </p>
<p>For those of us who marry coaching with training (fairly common), this should be a fairly comfortable shift.</p>
In fact, if we think of sales as a coaching/consultative activity, it becomes much less anxiety-provoking.</div>
</blockquote> I think "teacher mode" is com…tag:ifivealliances.ning.com,2011-03-20:3234727:Comment:67452011-03-20T00:13:44.413ZLaura Smith Dunaiefhttp://ifivealliances.ning.com/profile/LauraSmithDunaief
<p>I think "teacher mode" is common, whether or not you're an instructor. </p>
<p>It's something that sales trainers struggle to teach salespeople, generally - to turn off the feet-first "let me tell you about what I have and how it will help you" tendency. It's really the opposite that we should be doing: asking questions, listening, understanding, and then coaching clients toward a solution that will help resolve their problems. </p>
<p>For those of us who marry coaching with training…</p>
<p>I think "teacher mode" is common, whether or not you're an instructor. </p>
<p>It's something that sales trainers struggle to teach salespeople, generally - to turn off the feet-first "let me tell you about what I have and how it will help you" tendency. It's really the opposite that we should be doing: asking questions, listening, understanding, and then coaching clients toward a solution that will help resolve their problems. </p>
<p>For those of us who marry coaching with training (fairly common), this should be a fairly comfortable shift.</p>
In fact, if we think of sales as a coaching/consultative activity, it becomes much less anxiety-provoking.