Episode 112 - Training With Coaching

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Enquiry-to-Sale Conversion with The Lead Flow You Already Have.



Today we are going to talk about the difference between
training alone and training with ongoing coaching. This is a
particularly crucial topic if you're looking at
training either yourself or your actual sales team. 




I'm reminded of a conversation that I had with a retail
client that I’ve worked with on and off. They were a client of
mine in a previous business, and when I set up the training
business, I used to do a retail sales masterclass. I used to
call this guy every time I ran one because I had a really
good relationship with him.  




I remember ringing him one day and saying, “Is there anyone
that you'd like to send along to the retail sales masterclass?”
He said no. I did a lot of those masterclasses and I called him
for every one of them but the same thing kept on happening so,
one day, I said to him, “Look, I reckon I've rung at least
eight times and offered you the chance to improve the skills of
the people that you've got working on the retail shop floor,
and every single time you said no, Is there a particular reason
for that?” 




His answer really got me thinking. He said, “I used to be a
schoolteacher, and they used to send us to these professional
development courses. And we would go and do them, but no one
would ever implement it. No one that I ever went through the
training with would even do it.” 




This is really interesting because it actually
highlights something that I've noticed over the 17 years I’ve
been in the coaching and training business. 




If you train a group of people, if you do a one-day training
you will almost certainly get an increase in
enthusiasm, you’ll get a spike in some short-term
results, in energy, and in activity. After that, typically, the
performance will slip back to a level just above where it was
before they attended the training. 




I’m not the only one who knows the possibilities and
limitations of this kind of training. There is a study in which
they had two groups, they just gave training on a particular
skill to the first group whilst the other had training on a
particular skill, plus ongoing accountability, and
coaching. 




The group that just did the training alone got a 22% shift in
their results, but the group that had the training combined
with ongoing coaching got up to 88% of a shift in their result.
That is a massive difference! 




Fortunately, nowadays, it is easier than ever to exploit these
resources having an ongoing process in which you can really
hold people accountable and give them real live coaching on
what it is that they've done. 




Listen to this episode to learn more about the differences
between these two approaches to training and how you can easily
implement training with ongoing coaching in your business to
get a huge shift in your results. 



To DOUBLE your lead-to-sale CONVERSION with the leads you already
have, go to http://JohnBlakeAudio.com for his exclusive, free,
no-fluff, audio training and companion PDF guide.


Inside you’ll get word-for-word email follow-up templates, phone
scripts, and more that you can put to use today.