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HOW DO WE COMMUNICATE?
55 % 38 % 7%
VISUAL VOCAL WORDS
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APPEARENCE MANAGEMENT
3 A’s of APPEARENCE
APPROPRIATE
ATTRACTIVE
AFFORDABLE
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TRAINING CLIMATE
The climate is what it feels like to work somewhere, how
motivating that is, and consists of six clear elements
• Clarity
• Commitment
• Standards
• Responsibility
• Recognition
• Teamwork
All of which can be measured and managed.
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TRAINING CLIMATE
WHICH ELEMENTS CONTRIBUTE TO CREATING
A TRAINING CLIMATE?
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TRAINING CLIMATE
MANAGERIAL ORGANIZATIONAL
JOB SUPPORT
SUPPORT SUPPORT
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FACTORS AFFECTING THE PHYSICAL TRAINING ENVIRONMENT
1. Clean
2. A/C
3. A/V
4. Stationary
5. Light
6. Water
7. Washrooms
8. Food
9. Seating arrangement
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SEATING ARRANGEMENT
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VIRTUAL TRAINING ENVIRONMENT
1. Make sure you have stable technology.
2. Make sure about background, Noise, Lights, etc.
3. Implement virtual icebreakers.
4. Create impactful slides.
5. Encourage active participation.
6. Set clear goals, ground rules, and expectations.
7. Hold breakout groups.
8. Utilize the chat window.
9. Create a poll.
10.Use a whiteboard.
11.Schedule breaks into the agenda.
12.Do encourage camera use.
13.Do educate participants about the platform at the beginning.
14.Don’t go more than 10 minutes without interaction.
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1:10:90 PLAN
1 First Minute Buy You 10 Minutes
10 Ten Minutes Buy You 90 Minutes
90 Ninety Minutes Buy You The Next Block
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OPENING
Greeting
Tell your audience who you are
Elevator Pitch
Share what you are presenting
Let them know why it is relevant
Tell a story
Make an interesting statement
Take Commitment audience
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ELEVATOR PITCH
CREATE YOUR ELEVATOR PITCH
Left Brain Stats
Right Brain Story
30 Seconds
Do It With Happy Energy
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SAMPLE OF ELEVATOR PITCH
Hello, I am Aparna, Mother of Protouch.
After experiencing 17 years of labor pain in Sales, Marketing, and HR. (RIGHT
BRAIN)
I have trained over 200 clients and 30 thousand Participants. (LEFT BRAIN)
As a practicing master trainer, I leverage my experience as a Theatre Artist,
Author, Academician, Researcher, Employee, and Business Owner
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SAMPLE OF ELEVATOR PITCH
Hello, I am Aparna, Director and Master trainer at Protouch.
Our Vision is to Impact Lives by creating Limitless Opportunities. (RIGHT BRAIN)
Over the last five years, we have been able to create this impact to over 30
thousand participants from over 20 countries. (LEFT BRAIN)
What drives Protouch is the 3H values
• Honest
• Humble
• Hunger
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PRACTICE OF ELEVATOR PITCH
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OPENING PRACTICE
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6 PRINCIPLES TO CONNECT WITH THE AUDIENCE
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THE SCQA TECHNIQUE- LEFT BRAIN
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THE SCQA TECHNIQUE- LEFT BRAIN
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SENSE-BASED STORY- RIGHT BRAIN
• A sense-based story means relating events as
they were seen, heard, smelled, tasted, and
touched.
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TYPES OF PARTICIPANTS
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ACTIVITY
TYPE OF PARTICIPANTS TECHNIQUE TO HANDLE
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QUESTION HANDLING STEPS
PAUSE PROBE ISOLATE SUMMARIZE ANSWER CLOSE
GENTLY OBJECTION
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QUESTION HANDLING STEPS
STEP -1
PAUSE - Hear them out fully. Don’t interrupt, Don’t rebuttal/ justify, listen
actively. Say “Thank you so much for sharing your perspective with me.”
STEP -2
PROBE GENTLY - Ask them- What makes you say this/ What makes you think
this… / Can you tell me more.../ I would love to hear that/ …”. Ask questions for
them to elaborate on their questions. Give the participants a chance to expand
on their questions. Chances are the participants themselves will provide you a
lead to solutions.
STEP -3
ISOLATE OBJECTION - Apart from this concern / these concerns, are there any
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other thoughts regarding the subject
QUESTION HANDLING TECHNIQUES
STEP -4
SUMMARIZE - I want to make sure I understand what you are saying. So what you are
saying is , (repeat what they said), I understand what you feel is “ express what
they felt” ;
STEP -5
Answer - Answer it, need to check, may not apply in all the situations
STEP -6
CLOSE - Does this fully answers your Question/ Does this answer fully address your
concern“
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KIRKPATRICK MODEL OF TRAINING EVALUATION
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PHILIPS MODEL FOR TRAINING EVALUATION
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LEVELS OF EVALUATION
Return on impact
Reaction (level 1) Learning (level 2) Application (level 3) Impact(level 4)
(level 5)
6 – 12 months
During or directly During or directly 2 – 6 months after 12-24 months
Moment of after the
after the learning after the learning the learning after the learning
evaluation learning
program program program program
program
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TANGIBLE AND INTANGIBLE OUTCOMES
TANGIBLE OUTCOMES INTANGIBLE OUTCOMES
Output Service
– Revenue, profit, market share – Customer satisfaction
– Production or uptime – Number of customer complaints
– Number of sent invoices – Retention
– Number of new customers or leads – Net Promoter Score
Quality Innovation
– Approved or rejected products – New patents, products, or services
– Wastage – Number of successful innovations
– Number of incidents or disruptions – Number of product improvements
– Error margin or first-time-right rate – Knowledge sharing frequency
Time Reputation
– Throughput time – Name or brand recognition
– Reaction or waiting time – Diversity
– Availability – Sustainability
– Processing or handling time – Public relations
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TRAINING EVALUATION INSTRUMENTS
INSTRUMENT ADVANTAGES DISADVANTAGES
– High reliability –Can result in low response
– Easy to use rates
–Objective as the assessor is – Over-used
Evaluation forms or not involved –Questions may include
questionnaires –A relatively inexpensive unconscious bias
option
–It can be analyzed with
statistical tools
–Asking questions allows the – Lack of anonymity
interviewer to dig deeper –Can cause bias because the
– Useful for complex answers presence of an interviewer
Interviews – Can lead to new pathways – Time-consuming
of answers and solutions. – It can be a subjective
process
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TRAINING EVALUATION INSTRUMENTS
–Direct behavior can be –Hawthorne effect
observed (performance changes because
– Can be personalized you know you’re being watched)
Observations – Hard to draw accurate
conclusions
– Multiple points of feedback – Time-consuming
– Good ROI –Skilled practitioner needed to
–Very reliable because of cross- carry out this technique
360 degree feedback checking of information – Hard to summarise all info
– Data is gathered quickly –It may not be a representative
–Discussions among peers lead view
Focus groups to valuable feedback – Requires a skilled moderator
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CONTINUES DEVELOPMENT INVOLVING STAKEHOLDERS
Identify Development
Areas
Monthly Feed
Choose 3-5 Stakeholders Forward
Discussions
Get Buy In On
- Development Area
- To Support
Development Journey
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INTERVENTION MEASUREMENT
Over the last 4-6 months do you believe Mohit has become more (or Less) effective in demonstrating
the following behaviours
Less Effective Noticeably More Extremely
No Change Little Effective
than Previous Effective Effective
(2) (3)
(1) (4) (5)
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SWEET SPOT ANALYSIS
PASSION
PAY PAIN
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SWEET SPOT ANALYSIS
PASSION PAINS Pay
Leadership Training and
Strategic Thinking YES
Coaching
Team Productivity YES
Team Belongingness
Delegation
Interdepartmental conflict
Not able to give time for planning YES
Respectfulness
Time Management
Stakeholder Management
Career Growth
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SWEET SPOT ANALYSIS
P P P
PASSION PAIN PAY
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SWEET SPOT ANALYSIS
P P P
PASSION PAIN PAY
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SELLING PROPOSITION
1. Started as front line sales executive and worked in various leadership and board positions for the past 25 years
2. Worked in diverse areas of sales, marketing, product development, and change management
3. Worked in all the aspects of sales – direct, channel, distribution, B2B, Inside sales, etc…
4. Good understanding of start-ups and larger organizations’ challenges and culture
5. In-depth insight into the needs and challenges that corporate executives/leaders face
6. ICF – Professional Certified Coach (inside out approach)
7. Marshall Goldsmith – Stakeholder centered coaching (Outside In approach)
8. Among Top 200 Global thought leaders
9. I believe measuring the result of every intervention inspires change and accelerates executive the leadership
journey
10. Well-defined methods and processes that provide a unique and holistic experience for leaders
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IDENTIFY YOUR SELLING PROPOSITION
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IDEAL CUSTOMER PROFILE
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SALES PITCH FLOW
Use a Question
Find a Hook
Present the Idea of a Solution
Sell the benefit
Virtual Close
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SALES PITCH FLOW
Hook:
Idea:
Benefits:
Closure:
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SALES PITCH FLOW
Hook:
Idea:
Benefits:
Closure:
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CLIENT JOURNEY
Awareness Consideration Conversion
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SALES CALL FLOW
Introduction
Pre-Pitch Question or Statement
Pitch
Hook Idea of a solution Benefit Virtual Close
Objection
Handling Sales Conversation
Qualification Question Probing Question - Pain and Gain Areas
Business case mapping benefits along with facts and figures
Closing 45
MAKE YOUR BUSINESS CASE
SELLING
PROPOSITIONS
PAIN
Addressing Specifics
PROGRAMME
GAIN
Demonstrated &
Sustainable
IMPACT
(Return on Investment)
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TIPS FOR NEGOTIATION
1. Check and Close other objections before price negotiation
2. Show you are keen to work together
3. Be neutral
4. Check for reason for negotiation
5. Offer negotiables
6. Moderate expectations early and move in small steps
7. Don’t Rush
8. Practice the use of the word ‘NO’
9. Don’t take anything personally.
10. Be willing to make the walkaway offer
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ACCOUNT STAGE
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ACCOUNT STAGE
Sl. No. Lead Status Meaning
Any lead entered into SF at 1st stage is invited. Lead which are still
being contacted & yet not qualified or disqualified will remain in invited
1 Invited (Enquiry or Prospect) stage
Any lead where contact is established to but not concluded to any stage
2 Contacted & more follow is required to define the stage
Any leads which not answered/non-contactable even after 5 attempts /
3 Non Contactable or/ & we don't intent to contact anymore
Any lead that has shown interest and has possibility of conversion at
4 Warm later stage
5 Hot Any lead that is likely to close immediately (within next few days)
6 Cold Any lead which is concluded as not going to convert in medium term.
Any lead which is incomplete or incorrect information like number
7 Wrong Details missing or wrong contact details
Any Lead which should got filtered out through the campaign and
should not come as lead. Only 3 conditions will go to disqualified 1.
8 Wrong fit Minimum criteria, 2. Service not offered, 3. Non service area.
9 Handover Lead handed over to field team
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INSIDE SALES KPIs
Accounts Attempted
Accounts
Contacted
Approach
Warm
Inbound Campaign Networking
Leads Leads Leads
Hot
Accounts Converted 50
MAKE COMPELLING TRAINER PROFILE
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HOW TO CREATE A COMPELLING PROFILE
• I AM
• I WORK WITH
• I HELP THEM
• SO THAT
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HOW TO CREATE A COMPELLING PROFILE
• I AM
• I WORK WITH
• I HELP THEM
• SO THAT
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SAMPLE
• I AM Aparna, Diversity and Inclusion Coach
• I WORK WITH Mid scale & MNCs
• I HELP THEM to create an inclusive work environment
•
• SO THAT they can attract, retain and motivate employees
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THREE Cs FOR SOCIAL MEDIA
CLIENT CONTENT CONSISTENCY
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CLIENTS & STRATEGIES
COLD WARM HOT
MEANING
• Aren’t Aware of You • Aware of the Needs • Current Customer
• Unaware of their needs • Not urgent • Past Customer
• Will Never Buy • Buy from your competitors • Lost Customer
• Lead Magnet • Experience my Training • Sales & Promotional
STRATEGIES
• Valuable Post • Offer offers
CONTENT
• LinkedIn Messages • Webinars • 90 Minute capsules
• Valuable Gifts • Video training Content • 2 Day Program
• Awesome Profiles • Solve 1 major challenge • One on One Coaching
• Testimonials Videos • Strategy Sessions
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CALENDERS
MON TUE WED THU FRI SAT SUN
Create Generate
Add value More value Super Value Make an offer Plan
Connection Trust
Create Generate
More value Super Value Make an offer
Add value Connection Trust Plan
Create Generate
More value Super Value Make an offer
Add value Connection Trust Plan
Create Generate
More value Super Value Make an offer
Add value Connection Trust Plan
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CALENDERS
MON TUE WED THU FRI SAT
INTRO TOPICS TIPS TIPS INTERNALS SHOW OFFER TO JOIN
VIDEO VIDEO ARTICLES COLLABORATION YOUR PIC COURSE POSTER
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NOTES
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NOTES
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