As a self-employed trainer, speaker, or coach, you practically unite all the departments that can be found in a company. This means you are the sales department, the marketing office, and the administration. For many trainers, this circumstance makes the profession in further education interesting. From this situation arises a constant learning and development process.
Perhaps you have already heard of the Inner Team Method.
Symbolically, a person takes on various roles for themselves that emphasize different perspectives. You can think of your one-person trainer business similarly. There is a lively exchange between the marketing department and sales. There are differing opinions on upcoming investments between accounting and product development. There are different voices; customer service wants more time to reconnect with existing clients. At the same time, the administration points out an upcoming trade fair appointment. Then product development knocks and asks for ideas and a project plan for a new offering you want to sell.
Selling Training – What Your Inner Sales Department Recommends
In this inner orchestra, sales will usually play the first violin. Rightly so, because new orders come through sales. Whether with existing customers or newly acquired contacts. Most orders (and probably the best ones) come about when someone recommends you or you personally establish contact. It should be very rare for you to be in a conversation with a personnel developer or managing director without a lead-in or prior acquaintance. Your sales and marketing have been successful. With your existing offering, you will be able to handle many orders. On the other hand, updating your offering gives you new chances and better margins. This is where your inner product developer comes into play.
Positioning Online Support in Sales Conversations as a New Offering
Assuming you want to position your online support for the first time in a sales conversation. The sales professional is aware that in the clarification of orders, the way the offers are packaged plays a very significant role. For this reason, the chosen terms in the conversation should be selected carefully, i.e., not used as empty phrases. The client is not interested in the fact that it is a new concept (for example, as TrainerLotse states). They are interested in how this concept (whether old or new) achieves what the client wants. The added value is at the center. Therefore, good questions in order clarification include: “What should be achieved? What should happen?” What should happen in the phases before, during, and after the training? What problems do you solve as a trainer, coach, or consultant for the client? These questions can be discussed very well without using the word “concept.”
We have gathered the 7 best arguments for you to convince your clients of the added value of your online support. Among them are the topics:
How does blended learning enhance the implementation of what has been learned?
Why can the face-to-face time be used more effectively?
How are downtimes reduced?
What influence does it have on the desire for further education?
What can I learn about the learning progress?
Why does blended learning raise awareness for more training transfer?
How do I deal with different learning speeds?
Everything presented in a brief, understandable form. For example like this:
Take the arguments with you as a cheat sheet. Show them to your colleague. Sharing is explicitly encouraged!
How would you proceed in sales and during order clarification? If you want to know how other trainers proceed, then check out the contributions under the keyword "Selling". Write to us about the experiences you have gathered.
