Frequently Asked Questions
Questions and Answers regarding “People Who Read People”
Q1 Who is this Sales Training for?
Our sales training attracts professionals from different fields who need to use communication as a tool to cause other people to change. This particular program tends to attract people from many different careers ... IT, car dealers, professional services(architects, engineers, accountants), bankers, funds managers, solicitors, real estate agents, property developers and human resources, to name a few.
Q2 I get brochures all the time... courses that are called 'Top Sales Courses' programs. How is this program different?
Our training programme is different in the way it was developed and what it attempts to tackle during the course of twelve months. Many programmes deal specifically with sales presentation skills – how you become more effective and sound better when you are face to face with a prospect.
This programme is different in that it covers the essential qualities found in the skills of masterful communicators. This programme was designed to not be about quick simple training techniques of 'make eye contact' and 'don't put your hand in your pocket'… but to essentially say that, you are a human being standing up to influence others with your communication behaviour.
Q3 Is there an end phenomena that you would say is different, the end result from doing the program? Does someone look different, or how do they quantify the result?
We guage the success of the programme by what the participants are able to do when communicating. They reach that state, if you will, of a master persuader - when you see them working on role plays - they don't use any notes and it looks like it's all just coming off the cuff and yet it all makes sense. During the course of the programme, the trainees develop the right strategy to implement in any situation, depending on what it is that they are trying to get across, or how the client is responding.
At the end of this programme, they tend to be more vibrant and able to capture the client with a hundred different techniques or strategies or ways that they didn't have available to them before. The other big change that we see is how many different types of people they are able to 'get to' and work with. One of the big changes that we see at the end is in the capacity to build rapport across a diverse audience that they often face.
You can have the best content in the world but if you don't have a method, a way that puts across that content in a way that's convincing to clients, you can actually end up having people minimise the content that you worked so hard to put together. This is an essential quality that top persuaders have and very few have the skills to teach that.
Q4 What would you nominate as major benefits of taking part in People Who Read People?
If you were to talk to individuals who have been through the programme, they would all give you a very different list of benefits because they all came into the programme with different types of agendas. They were already successful in their careers, be it sales, management or whatever. With these different agendas, they took the material and worked it in their own personalised way. So it's hard to answer this in the individual sense, but in the broad spectrum it might be:
Honest feedback - they really get a chance to take a look at how the client perceives them as they are selling. Most of us stand up and present and do the best we know how to do and often we don't have any idea how what we do is seen by the client and what actual effect we might be having on them. So it's a safe environment for people to get honest feedback and for them to give themselves feedback about what is working for them when they are in front of a group.
Perhaps what kind of behaviour is nice to have at home but maybe isn't so appropriate to have standing in front of a client. Also the chance exists for them to say 'What kind of new behaviours would really serve me well in the context in which I do sales … and then how do I go about developing those'. So I think there's a notion of critical feedback, and by critical I don't mean negative, but critical honest feedback that I've not seen produced in any program other than this one at this point in time.
Q5 So you're saying that the material seems to be applicable to most situations?
Well it certainly seems to be. We don't want to say it's a be all, end all, but to the degree that as a professional you use verbal communication and visible gestures to get a point across, then it is applicable. There are a myriad of contexts, whether it's the manager working with an employee, or the fleet sales person meeting a group fleet buyers. All of us share a particular skill in doing that, and our effectiveness and success in our careers is dependent on how finely tuned that particular skill is.
Q6 Do you teach specific techniques in “People Who Read People?”
In this particular programme we teach specific techniques, strategies and methods that tend to work well in most contexts depending upon the skill of the sales person. There are skills that we have learnt naturally over 20 years in selling that are part of this programme. They have been developed and tested by Pancho in the field while selling and they work; that is what you are taught.
My goal in this particular programme is to see that regardless of the environment and regardless of the resources that the sales person has, that they can still produce the results. For example, it might be nice if you had coloured pens, flip charts and the right temperature in the room. If that were always available certainly that might be useful. Well my goal would be to say that there are masterful sales people out there who, regardless of the environment, produce excellent results; and how is it that they do that? It's not about the music or the pens or the temperature of the room… or specific techniques that can be said to work in all situations at all times. What we get a chance to do is to teach them how to use those skills in an even more finely tuned way.
Q1 Who is this Sales Training for?
Our sales training attracts professionals from different fields who need to use communication as a tool to cause other people to change. This particular program tends to attract people from many different careers ... IT, car dealers, professional services(architects, engineers, accountants), bankers, funds managers, solicitors, real estate agents, property developers and human resources, to name a few.
Q2 I get brochures all the time... courses that are called 'Top Sales Courses' programs. How is this program different?
Our training programme is different in the way it was developed and what it attempts to tackle during the course of twelve months. Many programmes deal specifically with sales presentation skills – how you become more effective and sound better when you are face to face with a prospect.
This programme is different in that it covers the essential qualities found in the skills of masterful communicators. This programme was designed to not be about quick simple training techniques of 'make eye contact' and 'don't put your hand in your pocket'… but to essentially say that, you are a human being standing up to influence others with your communication behaviour.
Q3 Is there an end phenomena that you would say is different, the end result from doing the program? Does someone look different, or how do they quantify the result?
We guage the success of the programme by what the participants are able to do when communicating. They reach that state, if you will, of a master persuader - when you see them working on role plays - they don't use any notes and it looks like it's all just coming off the cuff and yet it all makes sense. During the course of the programme, the trainees develop the right strategy to implement in any situation, depending on what it is that they are trying to get across, or how the client is responding.
At the end of this programme, they tend to be more vibrant and able to capture the client with a hundred different techniques or strategies or ways that they didn't have available to them before. The other big change that we see is how many different types of people they are able to 'get to' and work with. One of the big changes that we see at the end is in the capacity to build rapport across a diverse audience that they often face.
You can have the best content in the world but if you don't have a method, a way that puts across that content in a way that's convincing to clients, you can actually end up having people minimise the content that you worked so hard to put together. This is an essential quality that top persuaders have and very few have the skills to teach that.
Q4 What would you nominate as major benefits of taking part in People Who Read People?
If you were to talk to individuals who have been through the programme, they would all give you a very different list of benefits because they all came into the programme with different types of agendas. They were already successful in their careers, be it sales, management or whatever. With these different agendas, they took the material and worked it in their own personalised way. So it's hard to answer this in the individual sense, but in the broad spectrum it might be:
Honest feedback - they really get a chance to take a look at how the client perceives them as they are selling. Most of us stand up and present and do the best we know how to do and often we don't have any idea how what we do is seen by the client and what actual effect we might be having on them. So it's a safe environment for people to get honest feedback and for them to give themselves feedback about what is working for them when they are in front of a group.
Perhaps what kind of behaviour is nice to have at home but maybe isn't so appropriate to have standing in front of a client. Also the chance exists for them to say 'What kind of new behaviours would really serve me well in the context in which I do sales … and then how do I go about developing those'. So I think there's a notion of critical feedback, and by critical I don't mean negative, but critical honest feedback that I've not seen produced in any program other than this one at this point in time.
Q5 So you're saying that the material seems to be applicable to most situations?
Well it certainly seems to be. We don't want to say it's a be all, end all, but to the degree that as a professional you use verbal communication and visible gestures to get a point across, then it is applicable. There are a myriad of contexts, whether it's the manager working with an employee, or the fleet sales person meeting a group fleet buyers. All of us share a particular skill in doing that, and our effectiveness and success in our careers is dependent on how finely tuned that particular skill is.
Q6 Do you teach specific techniques in “People Who Read People?”
In this particular programme we teach specific techniques, strategies and methods that tend to work well in most contexts depending upon the skill of the sales person. There are skills that we have learnt naturally over 20 years in selling that are part of this programme. They have been developed and tested by Pancho in the field while selling and they work; that is what you are taught.
My goal in this particular programme is to see that regardless of the environment and regardless of the resources that the sales person has, that they can still produce the results. For example, it might be nice if you had coloured pens, flip charts and the right temperature in the room. If that were always available certainly that might be useful. Well my goal would be to say that there are masterful sales people out there who, regardless of the environment, produce excellent results; and how is it that they do that? It's not about the music or the pens or the temperature of the room… or specific techniques that can be said to work in all situations at all times. What we get a chance to do is to teach them how to use those skills in an even more finely tuned way.
