The Presenter’s Dilemma – 5 Ways to Make Your Training Stick

OK, so it’s time to talk about an ugly little secret that nobody who does presentations really like to talk about. What’s the secret? Most of the time what we tell our audience goes in one ear and out the other. It just doesn’t stick.

In fact, if you are presenting training or a new way of doing business to an audience, some studies have shown that only 10% – 40% of what you tell your audience will ever be used by them on the job. Ouch! What are we doing wrong?

Dr. Harry Martin teaches at Cleveland State University in (of course) Cleveland. He is an expert in both management and labor relations. He’s got some thoughts on what is going wrong here…

Take heart – it’s probably not all about you. When we try to train our audiences, we are really talking about having them change their lives. Change has the unfortunate side effect of creating anxiety in our audience and they will actively seek to avoid change at almost any cost. So is this a losing game?

Good news – the answer is no. However, you’ve got to start doing some additional work. You need to make sure that a workplace environment that will actively encourage your audience to continue to change is set up and exists long after your presentation is over. In a nutshell, this means that the training can’t end when your audience walks out the door. So what’s the trick to doing this?

It turns out that there are five simple things that you can either do during your presentation or cause to occur after your presentation is over that will dramatically boost the use of the information that you delivered:

  • Write It Down!: Everyone should recognize this one from all of those goal setting / time management programs that we’re always studying – just getting your audience to write an action plan on how they are going to use what you’ve covered makes it more likely that they’ll do it.
  • This Will Be On The Test: If you tell your audience that they are going to be tested on the material that you’ll be talking about, then they are much more likely to use what you are talking about. The test doesn’t have to be a written test, it can be as simple as having them observed and given feedback on their performance. I like it best when the audience is measured before your presentation and then two times afterwords – this always seem to produce the greatest results.
  • Peer Pressure Is Good: It turns out that having your audience get back together in “peer meetings” is a great way to have them self-motivate to use what you’ve taught them. What’s even more interesting is that this works even better when your audience’s management is only lukewarm in their support for your message.
  • Boosting Bosses: Having managers who are both supportive and actively involved does a lot to increase the odds that your audience will retain and use what you’ve taught them. This, of course, means that you are going to need to make sure that the bosses are involved in your training.
  • Ask The Expert: Finally, having the ability to reach out and ask an expert for help in solving a sticky issue or resolving a problem goes a long way in helping your audience use what you’ve told them. More often than not, you are the expert – make sure that you make arrangements so that you can be contacted after your presentation is over and done with.

MLM Training – How to Guarantee That Your Presentation Will Demand Your Prospect’s Attention

Tim Sales delves further into the topic of how to ensure that your prospect is interested in your presentation. Apply this know-how to your MLM business and see your results increase immediately!

First, let’s review the basic steps to getting good at presenting your MLM business. They are:

1. KNOW there are no born presenters or speakers, only those who have refined their skills.

2. Identify the skills to get good at.

3. Identify when you do one of those things correctly versus when you don’t do it correctly.

4. Do the correct behavior continually until you don’t even have to think about it.

Many people that are new to presenting think that the quality of a presenter is based on what he or she is saying. This is true to a degree, but there are MANY other things that make up a great presenter or a great presentation. We’ve all heard the phrase, “It’s not what you say, but how you say it.” I don’t know who said that first and in what context they said it, but I have found that both, “what you say” and “how you say it” are equally important.

Every subject you take up to study has a fundamental aspect that everything else is built on. The fundamental aspect that all of presenting is built upon are the 10 Communication Qualities.

When you read the MLM training content below, make sure you’re thinking of all audiences, meaning, don’t think I’m talking about just a one-on-one or just an in-home audience or an audience of thousands; what I’m going to share with you should be applied to EVERY presentation you give.

Those who have studied my MLM training will be familiar with what I’m going to share, but don’t think it’s exactly the same. The 10 Communication Qualities are applied a little differently in presenting.

The very first thing you need to get good at and take notice of when you do it correctly versus when you don’t do it correctly is:

Be INTERESTED in your audience; don’t try to be INTERESTING to them.

A presenter who is truly interested in his prospect, ONLY presents things that are valuable to the prospect. Whatever is presented must be relevant to the prospect. Relevant means, “having to do with.” Having to do with what? The prospect!

You might think that the fact that your company’s compensation plan pays out 60% is valuable to the prospect. Why? Because it’s valuable to you. In fact you can’t think of anything more important than that!

Allow me to tell you a quick story related to this. I emailed out a survey in which I asked a few questions to get feedback on what content I should train on in “Professional Presenter” (to be released soon). One of the questions I asked was “Think back to the last few presentations you’ve given that were unsuccessful. What went wrong?” One of the responses was a classic example of being INTERESTING versus being INTERESTED:

“I showed her the whole picture: the industry, the company, the products, and how a person got paid, and then she said, ‘I thought this was going to be more about the products, not how you make money. I couldn’t think about selling anything that I haven’t yet tried.’”

Don’t think I showed this example to you so that you will start presenting the products more than the business, because I have seen the exact reverse situation where the emphasis was on the product, but the prospect only cared about the money. The reason I showed that to you is for you to see that the WHOLE PICTURE as the presenter described it, was NOT the whole picture for that prospect. The prospect’s whole picture was the product.

So a simple qualifying question like, “In making a decision about a business, what’s most important to you?” would have prevented this disaster. To the simple qualifying question, the prospect probably would have replied something like, “I can’t sell any product I don’t like.” Thank you! NOW you present what’s interesting to the prospect. When you present what’s interesting TO the prospect, you are proving you’re interested IN the prospect.

1. When you’re presenting one-on-one, you would only present things that are relevant to that person. So first, you present what you know they’re interested in.

Sometimes you’re presenting something that a prospect(s) has no idea about. In this case, you need to educate them enough so that they can determine what they’re interested in. This is what I call “testing a topic.”

After giving the prospect an overview of your business or product, then you can test a topic, in the form of a question, and see if they have an interest in it. If not, don’t discuss it anymore. As an example, after discussing the product you can ask, “Do the margins you can make from selling the product have any interest to you?” If they reply, “Not really,” then you DON’T discuss the compensation plan; no matter how well you know it or how much you love talking about it!

2. When presenting to more than one person, you present what is relevant to the majority of the people in the room. As an example, if you have 70 people in the room and one of those is a doctor, don’t adjust your content so your whole presentation is directed to the doctor!

How would you know what is relevant to an audience? Well, you’d ask them. Walk around before the event starts and talk to people. Obviously this doesn’t change your PowerPoint slides, but it does give you the relevant information you need to transform your “interesting” presentation into something valuable to the prospect.

I hope this brings you success,

Tim Sales

To get a very thorough understanding of the 10 Communication Qualities that you must have to cause your prospect to talk to you, listen to you and follow your suggestions, visit the website link that is mentioned below.

Network Marketing – The Power of the Presentation

Presenting your products or business opportunity is one of the key income producing activities required for your network marketing business to become successful. The purpose of the presentation is to provide your prospect with the necessary information for him or her to make an educated decision about your products or business. You will need to decide what information you want to present, what format (DVD, CD, webinar, hotel meeting, 1-on-1, etc) to use, and who is going to present.

Deliver the Presentation

If you remember back to your speech class, the basic formula is to tell them what you are going to tell them; tell them; then tell them what you told them. That is the basic idea, but let’s expand that just a bit. It makes sense to start off with an overview of what you are going to talk about. It also makes sense for you to tie your presentation into what your prospect needs, wants, or doesn’t want. Let them know from the start that you are interested in making their life better.

Now, as you are making your points, you will want to make sure they understand what you are talking about. It’s easy to ask ‘Does that make sense?’ But, a more effective way ensure understanding is for you to ask your prospects to explain your point back to you in their own words. That way you can make sure that you are both on the same page. Move through each of the important points making sure that you have not lost them.

After you have completed all of your main points, come back around and summarize them. You want to keep your presentation as simple as possible. Now is not the time to dazzle your prospect with your brilliance. You want them to believe that they can do what you just did. Maybe not right away, but they need to have confidence that they can do it, too.

Practice, Practice, Practice

Have you ever done a presentation where you practiced on your audience? How did that work out for you? I don’t care how good you are, you would have been better if you practiced on your own, first. Steve Jobs has a reputation for giving killer presentations. Do you think it comes out perfect the first time? No, he spends days – not hours – but days preparing his talks.

You must practice long enough so that is doesn’t sound rehearsed. That’s what Hollywood does, isn’t it? Your favorite actor or actress gets paid millions of dollars to look natural. This really is what separates the professionals from the amateurs. Practice!

Handling Objections

Now, some people say they love objections because it means the prospect is actively in the game. But is still makes people uncomfortable when their prospect is opposed to something that they said. As part of your preparation, you should also rehearse your responses to the most common objections to our industry. They’re not kept secret.

The top four objections for network marketers are:

1. MLM is a pyramid or scam;
2. I don’t like sales;
3. I don’t have time; and
4. I don’t have any money.

If you run into others, then start adding them to your list. Do you think politicians have all of the answers off the top of their heads? No. They anticipate what questions might be asked and they prepare and rehearse their answers ahead of time. You do the same.

The key is to rehearse how you would handle each objection. Because you know what to expect and you have practiced your ‘script’, you will have the confidence and posture of a network marketing professional.