When training works
Next time you attend (sales) training, try to keep in mind the following: Training very seldom has changing and lasting effect!
Coming from a trainer, this may sound disillusional. However, an effective trainer isn't truly familiar with how instruction works until he or she has seriously been engaged in evaluation of results. Every public speaker or instructor should be brought to witness his or her actual degree of influence. If this was done properly I believe the majority of us would be shocked and greatly disappointed. Research also indicates that most training not even remotely makes a significant difference in behavior over time. More importantly, a thorough understanding of better influence would lead to a) less monologue and entertainment and b) increase the level of interaction and dialog to reach involvement and effort.
Having been involved in training since 1992, I've at least learned two MAJOR lessons, summed up in one: 1) Learning takes place from the inside, and 2) energy is the primary source of change. A good mental picture to illustrate what happens when change takes place is this:
The above illustration serves to underscore how the heart is "the first amplifier of energy". We're looking at energy explosion! (In my next post I'll share more about the other two amplifiers following immediately after.)
Any principle can be understood intellectually, but still have little bearing on real life application. If a person is to be effectively educated reflection needs to pass through the heart of the individual. In the very moment the heart is included, it will automatically and instantly flow or "shoot" to the hands and feet. It is this spontaneous reaction that represents the first crucial step in changing behavior. For it to become a habit, consistent effort is also needed.
Acquiring skills in influencing others is enormously rewarding, but it does require the heart. The heart, though painful it may be, is not included unless someone or something triggers emotions and feelings. For this reason, the real question is how to generate, pass on and harness energy.
In this sense, training and selling are completely one and the same. This is why any teacher, speaker and instructor would benefit greatly from basic sales training. Yes, teaching is selling - both are aiming to influence. Influence is all about energy.
To see a webcast on this subject click here.
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