Before starting a training session, there are three questions in the heads of the participants that need to be answered. And until they have been satisfied, there is no point in starting the program. What do you think is in the mind of a student on one of our train the trainer courses in London?
The three questions are:
1 Why am I here?
2 What am I going to get out of this?
3 Why am I listening to you?
If you are lucky, some or all of these questions may already have been answered in a participant's head before they came through the door - but it's best not to make assumptions.
'Why am I here?' In most cases, the participant should already know why they are there - but not necessarily.
If you work in an organization where employees are routinely 'sent' on training for their CPD or because a manager simply decides they need it, it is possible there's a lack of clarity of purpose.
On the other hand, they may be trying to fit the training into their otherwise busy schedule, so it does no harm to get them mentally in the room by reminding them of the outlines and the aims of the training. However, more often than not, the participant has already 'bought in' to the need for the particular training course they are attending, so Question 1 should not be a major issue.
Question 2 is slightly more subtle - 'What am I going to get out of this?' For instance, they may be thinking: 'I know I am on a sales skills program, and although I understand it may be useful, how exactly is it going to benefit me?'
To be properly engaged, a participant needs to have a clear idea of tangible benefits that will help them progress. Often when a trainer outlines the aims of the program - those aims are expressed in terms of why the company wants the training to take place or how the company will benefit, but not how the individual benefits.
As a willing participant, if I know at the beginning I will learn skills that will help earn me more money or help develop a successful career in the organization, I have an even better reason to participate fully.
Having at times been engaged in delivering training to salespeople, I am conscious of maybe one or two people in the room who, having already been in sales for many years, feel that they already know all there is to know and don't see how they are going to benefit listening to some 'trainer' when they could be out winning business.
For a trainer to ignore this, it can be fatal, and so it is vital that the trainer ensures that even the most closed participant is given some sense of how they will benefit from the training process.
This leads to Question 3 - 'Why am I listening to you?' I remember one time clearly while I was working in sales myself. Our team was brought into Head Office for a day's training to gain some 'valuable' new sales techniques and skills.
Question 1 - fine - we understood why we were there.
Question 2 - fine - by the end of the day, we will have some new tools to help us close more deals and earn more money.
However, within 20 minutes of the training's start, almost at the same time, we suddenly realized that the trainer had no experience in the discipline, and therefore, he lacked credibility. Within seconds his words slipped from being a potentially valuable sales tool to bringing some academic theory that may or may not be useful.
So Question 3 also needs answering before the start of training. 'Why you?' And as trainers, that need to be clear in our heads. After all, training others is a position of huge trust and responsibility.
Usually, we can assert our credibility in terms of shared experience or years of working in the field, and a participant needs to hear this because they are giving up their valuable time to learn from you, so before they give you their full attention, they need to know that the time and effort is worth it. Once that is clear, then and only then are we ready to start the program.
Vince Stevenson - Founder College of Public Speaking 2006 Ltd.
If you have a great attitude and look forward to making a difference in your life, I hope you consider joining one of our training the trainer courses or public speaking course soon. It's always possible to improve your skillset and take your work and achievements to a higher level. Three strong reasons to support training
