So this is the Sales Journey podcast, and so we talk about issues facing all skill levels. Those of you with not much sales experience we have been talking about helping you connect with customers and how to serve them better. But there is this whole other side to the business- building your team. So maybe right now you have a grasp on your personal sales, but you have heard time and time again that the key to network marketing is duplication. But it’s so hard. I have been examining this with some of the leaders I have been working with who have struggled in their career. So today we are going to talk about why it’s so hard. It might not be you; it might be your ineffective training model.
Many of the people I work with have used this training model in the past: I do an event, we do one together, and then you do one while I watch. There is a myth that this is a good training method. It’s actually really bad and is likely hurting your business and the confidence of your team member. So let’s unpack why and then you can make a decision on how you want your particular training model to look.
- Adult Pedagogy
- Tendency to compare and despair
- Discomfort with selling to their warm market
- Your best people want to do it themselves
- It impedes the desire to recruit
So what do you do instead? One of my students shared that she conducted or attended the first six classes for her new people. I calculated that’s 30-35 hours of training time. I applaud her for being willing to do work hard. But is that a good return on time investment? No, especially because it has a lot of risks attached to it. Training people is very, very simple. Print out your appointment script. Walk-through each section and say, “here is how it helps the customer, and here is how it helps you do a better job.” Then tell them why. After that, practice with them three times each. You go, they go, and so on. They will learn the way that fits adults; they won’t compare themselves to you; they will be equipped to do a good job selling to their sister, they will see that you believe in them, and they will be comforted by the ease of training a new team member.
Ok so now you have a basic guideline on how to train a team. Come to the live, online recruiting workshop on January 14th. It’s Saturday morning, from 9-12 PST. I’m going to teach you how to speak confidently about your business opportunity in a similar way to the way you speak confidently about your products. It’s $27, and you can sign up at emergesalestraining.com/recruiting. See you there!