Virtual Book Launch – Your Questions Answered

2 May 2013
Comments: 10
2 May 2013, Comments: 10

We hope you are enjoying our virtual book launch – we are having a great day!  Thank you to everyone who has sent questions in and who has posted on the blog, and just a reminder that you can send your questions to us by either commenting, emailing or tweeting.  Please share today’s events with any colleagues you think may be interested by using the buttons below.

Here are some of the questions and answers in case you missed them.  The winners of a FREE copy of the FT Guide to Business Training are Crispin Spalding, Kevin Doolan, Rob Brown, so we will get a copy to you soon.  You can buy the book from Amazon or The Book Depository by clicking on the links to the right of this post.

Please  come back at 1pm for a short video on how to influencing in your role as either an in-house trainer or a consultant.

Here are some of your questions:

Question: How do you notice what learning styles your participants are when you are training them?
Answer: What is more important than trying to determine individual learning styles is constructing and delivering training that appeals to ALL styles.  This is because individuals benefit from using all styles to secure their learning.  Perhaps what is more important to consider as question is what are my learning preferences as a trainer and how are they impacting my design and delivery right now.  You can find out more about this on our learning styles page here on the website and by completing a learning/training styles questionnaire – simply sign up for our FREE Training Resources Pack here and you will receive the link to the full pack.

Question – Good morning (from a sunny Manchester!). Who are the target audience for the book – is it trainers or people in L+D who organise training?
Answer – Great question Kevin, thanks for that. The book is intended for anyone connected to ensuring that business training hits the mark – so this could be internal L&D people, internal trainers and external consultants and trainers. Finally the FT Guide will be useful for those managers in organisations who have to train and develop their people.

Question – Great book and a terrific way to soft launch gents. here’s a question that’s relevant to trainers like myself who deal in soft skills. I coach and train on business networking, relationship capital, likeability and collaboration. How can we demonstrate tangible ROI from such interventions?
Answer – Hi Rob Thanks for the question – nice easy one!! We do have some things to say about ROI and also ROE (Return on Expectation) in our book. Often corporate businesses struggle to devote the extra resources to identifying an ROI even if they see it as attractive, so it can be a tough one if you are delivering training directly for an organisation. We typically are able to do this for sales training, pitch training and fee negotiation training (both corporates and professional service firms).
As far as networking is concerned, which is of course your specialism (and I know you have a great reputation in this arena – we have seen you deliver!) it is about how much more business have you won. In order to get a pure ROI you would have to identify activity before and after any training and have a control group (ideally). For individuals it will be about these sort of things:
- Number of networking events attended
- Number of contacts made
- New business won (and timescales)
- Value of orders
- Repeat orders
I remember reading an article from the BNI founder Ivan Mizner which you may well already have seen identifying some independent research on ROI in his business networking organisation. Here is the link
http://successnet.czcommunity.com/from-the-founder/why-bni-2/12633/
Hope that helps and on the basis that you are the UK’s leading expert in networking – could we ask you please to spread the word about The Financial Guide to Business Training?

Question – Really enjoying the book. A great reminder, refresher and enhancer to my work as trainer and presenter.
Wondered if you could answer the following – do you have 3 tips to maintain a groups interest during a dry session on action planning – working out specific actions to implement change as a result of a workshop?
Thanks
Answer – Delighted that you are already into the book. Its a good question and I will restrict myself to answering your specific question which means I just have 3 tips to offer:
1. If you as a trainer consider action planning to be a dry element then there is a good chance that you will infuse your participants with your own dryness, so of course its a mind set thing as a trainer
2. Flag up action planning as part of your framing at the beginning of the training. For example, some of you will probably know that Einstein’s definition of madness was continuing to do the same thing and expecting to get a different result. So if you want to get better at (presenting/negotiation/selling/etc) you are going to have to do things differently. So ensure throughout this session that you note down the things that you want to change and improve and then you can weave those elements into the action plan at the end of the day
3. Make the action planning fun, interactive and interesting. For example, get participants to work in pairs and ask each other questions rather than make it an individual exercise. Also make sure that you set aside more time than most trainers do for the action planning and have a final plenary session in which the participants commit verbally to making at least 3 changes to the way they do things. Another example of being creative is what we did for an open programme on 1st March on Influencing, where we asked people to write down on a postcard the 3 things they were going prioritise and commit to as a result of attending our session. We then took the cards from them and posted them back to each individual after 3 weeks.
I hope this gives you a few ideas to make your action planning juicy rather than dry! Jerry

Question – You mention you Train the Trainer programme on your website – when will that be available and do you have any more information? Thanks
Answer – Hi Sue, thanks for the question. We are looking to develop a train the trainer programme for next year. We are very excited about it and we have some specific ideas, some of which we can tell you about. It’s going to be aimed at experienced trainers who want to take their training to the next level. It will feature us training, master classes, coaching, observation, supervision and some star names. The FT guide will be a resource we use. The programme will be available both in house and also as an open programme. What we are interested in is the content – so for those trainers out there we have a survey which is on the Train the Trainer page of this website. This will help us target the content and the ‘how’ of delivery mechanisms.

10 responses on “Virtual Book Launch – Your Questions Answered

  1. Derek says:

    Tom, Jerry – You’re also the authors of the best selling Brilliant Selling book. Do you see a connection between training techniques and selling or vice versa?

    • Jerry says:

      Hi Derek. Thanks for the question. We are indeed the authors of Brilliant Selling and many thanks for mentioning it (still No 1 European sales book for those who want to know!!). Interesting and I think there is a connection. Here is my contention. Many business trainers dive too quickly into the content of their training instead of selling it to the audience. In other words they focus on features not benefits. You need to get the audience for example to ‘smell the sizzle’. One of the best and most elegant ways I have learned to do this is to use the Spike – a sentence or series of sentences at the front end that addresses the WIIFM (what’s in it for me?) and gets the audience interested and curious. People buy because of emotions and on account of curiosity and you can achive the same result by properly teeing up the framing of any training session. So, for example, if we are doing a session on influencing we might start with: ‘ You cannot not influence – you are doing it all the time, whether you like it or not. How do you know you are doing it well? Many people we meet in business have no idea what it takes to influence an individual or a group. How would your business life be different if you can increase your influencing skills positively and influence more people, more of the time.’

      There are other links – building relationships, developing trust, meeting objections (questions or other poionts of view) and closing (getting participants to take action). May just be the basis of a blog here Derek so many thanks for your interesting question. All the best Jerry

  2. Rob Lang says:

    Business training is a field I’ve toyed with, inasmuch as when I initially launched my website I had a page outlining a weekends Team Building strategy (now removed from the site) and I have subsequently developed a half day programme that seeks to encourage participants to demonstrate both leadership and team working skills over a series of disciplines, but with the overarching task of writing and then performing a poem. I still believe the concept is sound and could be beneficial to business both at a recruiting stage and in house for staff and managers, but I’m struggling to find an avenue in to the field. There are lots of trainers out there and I’ve pitched this to some and had a favourable response but no subsequent take up. Who should I really pitch this to – any advice?

    • Jerry says:

      Hi Rob Good to hear from you. Delighted that someone from Uni is still in touch. Rob, ladies and gentlemen, was one of the best hockey defenders I played with at Kent Uni all those years ago. Although a little combustible if I remember rightly Rob!! Has poetry tamed you?

      It is an interesting idea – I have never heard of it before. I have seen horse whispering linked to leadership, as well as improvisation (from the great Neil Mullarkey), outdoor events, Haka chanting etc etc, but never poetry. It could take off, you never know. My advice would be to do it free for a few organisations, create a model that works, build some cases, follow up to see the impact and get some testimonials and then try and sell. Then you would need to think – what sort of organisations might go for this? It’s unlikely to be law firms for example! But may be attractive to the creative industries – advertising, web design, etc. Have you asked the people you have pitched why they did not buy? That will also give you some valuable ammo. Speak soon I hope Rob. Best, Jerry

  3. Luca Marcato says:

    Hi Tom, Jerry,
    I joined two of tour training in Burberry, and now i read the free pack download about tour new book… Everything is very interested and amazing!
    All the best
    Luca

  4. Andy Coughlin says:

    Congratulations on the launch, guys. Wishing you a success with the book. Do you have any thoughts on techniques to deal with the persistently distracted participant, who, despite the scene-setting by the sponsor, is always nipping off to check that email, or make that call? Frustrating for all concerned, especially when the group as a whole is engaged. Just wondered if you’d found any particular methods that work.

    • Jerry says:

      Hi Andy. Welcome. Yes I do have a view – set fire to them!! Let me tell you a story…. I was delivering a conference a few years back with Tom in a law firm when the person introducing me and in charge of partner promotion in the firm sat down and started reading the Daily Torygraph. We asked him politely to stop but he continued and so I had a cigarette lighter that I was using to demonstrate something later in the day and I set fire to the paper. That stopped him in his stride and he was a little less interested in catching up with news of his investments!

      That was a one off though. Strangely we were never invited back!

      If you want less combustible ideas how about:

      Setting the rule as part of the frame
      Setting group rules that everyone buys into
      Agreeing a fines model
      Having a quiet word in the break
      Just being silent and watching him squirm and change behaviour

      And finally we once put a bucket on a stage when we were delivering a conference, suggested there should be no phone distractions and then when a phone went off we went down into the audience, asked to borrow the phone and threw it into the bucket. This is what the audience all thought – in fact we had an old phone and cunningly switched phones before throwing the old phone into the bucket.

      Thanks for your encouragement Andy and hope that you remained engaged as you read the reply!!!! Otherwise come and see me in my study…Best Jerry

  5. Gareth says:

    Jerry, Tom

    Just revieiwng the materials and comments – very impressive and some great suggestions already. Have you thought about a modelling exercise for interactive book launches…?

    Particularly like the simplicity of the Cs model for influencing – if that’s at the core, what would be your number one tip for maximising your impact at a training session?

    Continued success!

    Gareth

    • Jerry says:

      Thanks Gareth – good to have you with us. The first lawyer on the site!! Thanks for your thoughts about C3 Model of Influencing. We have now taught this to hundreds of people and you will be pleased by this – even protected it by getting the model trademarked!

      This is our first online launch so I am sure there are things we can improve for next time and it has been fun!

      My No 1 Tip for maximising your impact in a training session – as long as you are confident (presupposition here) and a subject matter expert, I think the biggest practical thing I have learned that has the biggest impact is the flexible use of the voice. Done well this allows you to be credible and connect with the audience. Slow, pauses, monotone and down at end of sentence or phrase for credibility and the exact reverse for connection. The reason is that some of the group are consciously or unconsciously sorting for either your credibility or whether they like you or not. Both will affect the way they take on or reject what you are teaching.

      Hope this helps! Best, Jerry

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