Plan a high-level training before class, and the start time is far away from the class time. As the saying goes, "One minute on the stage, ten years off the stage", no one suffers behind, and no one is distinguished in front. Sand accumulation can turn towers and streams into rivers.
Tip 1: Physical and mental preparation method
Lecturer's pre-class preparation mainly includes psychological preparation and physical preparation. Relatively speaking, psychological preparation is more important, more difficult and more demanding.
(1) psychological preparation: not in its place, but for its politics.
Human psychology is the most mysterious and complicated in nature. As an internal trainer, the first thing an account manager has to overcome is the psychological barrier.
These obstacles are mainly reflected in three aspects: first, the lack of platforms and opportunities; Second, as long as there is an opportunity, lead first; Even if there is a stage, there is no ability.
In this regard, let's analyze it: first, the opportunity problem. With the increasingly close relationship between wholesale and retail, the problem of "hardware is too hard and software is too soft" in terminal construction is becoming more and more prominent. Establishing learning partnership has become the fundamental way to solve this problem. Strengthening the training of retail terminals will be more and more; Secondly, the post problem, we should use more front-line personnel to solve the front-line problems and improve the front-line level; Then there is the question of ability.
This is also the core of this article. Solve the above psychological obstacles, re-understand the internal training from the heart, dare to be beautiful in the forest, be brave in being outstanding, and be good at showing yourself, so that you will have more opportunities to be favored.
② Physical preparation: like a trainer.
On the one hand, we should show the demeanor of a professional lecturer in the image, like the lecturer's son. Regardless of the external image or gestures, standing on the stage should be solemn, decent and professional; On the other hand, we should be good at learning and using professional vocal skills and body expressions to avoid hoarseness, dull expression and stiff movements after taking the stage, so as to pay equal attention to both spirit and body and be relaxed and comfortable.
Skill 2: Courseware design method
Courseware is the physical expression of lecture content or outline, and the design of courseware is essentially the design of content and ideas. The design of courseware should be based on the principle of "complete structure and local emphasis", which has both breadth and depth.
① The system is complete: every class is a sport.
A complete movement is smooth from the entrance to the end, and a training should be systematic and clear. Even if the time is shorter and the content is less, the structure should be complete and the context should be clear. The analysis of the theme should be comprehensive and thorough, with both soothing excesses and passionate climax. Every point of view, every case and every theory is a jumping note, complete and clear from opening to closing.
(2) Go straight to the point: details determine success or failure.
The biggest advantage of the account manager is to be familiar with the actual market situation and retail customers, which is the biggest advantage and the most favorable weapon. For account managers, on the basis of grasping the mainstream, the more specific the analysis of the problem, the better the effect of solving the problem, the more thorough the analysis of each problem and the deeper the analysis of each case, so as to win with reality and details.
Skill 3 in class: emotional control method
Controlling emotions is not only the biggest difficulty for ordinary people to speak in public, but also the best skill for trainers to get started. The biggest difference between professional speakers and ordinary people is to control their emotions.
(1) Overcome the dilemma: Without it, only one person is familiar with it.
We have all learned the story of the oil man. The most classic sentence left by the old man is "Without it, you are familiar with it." The first stage of practice makes perfect is "practice makes perfect". Being familiar with things can give you confidence all your life. The best way and shortcut to overcome speech is to go on stage again and again. There is a podium to go to, and there is no podium to create a podium. If you go to school more, you will naturally be cheeky, naturally you will not be timid, all the symptoms will disappear automatically, and you will like, enjoy and even rely on coming to power.
② Mobilizing passion: the burning time of passion.
Although every teacher has his own unique style, some are cool and handsome, some are humorous, some are passionate and some are graceful and restrained, there is no doubt that passion is an essential key element. Passion has nothing to do with style Yi Zhongtian is humorous and passionate, and Yu Dan is also passionate. Passion is an attitude, and it is a state when the lecturer lectures. There are three ways to arouse the trainer's self-passion: maintaining a high degree of concentration, effectively seeking activists, and constantly suggesting self-psychology.
Tip 4: Wonderful opening method
Everyone knows that a good beginning is half the battle, and it needs careful design to really do it. It is said that there is a "five-minute safe time" for lectures in the insurance industry: the lecturer is absolutely safe within five minutes, and if he can't attract students after five minutes, he will be mercilessly kicked off the stage.
① Wonderful opening: audience first, content second.
Whether the opening is wonderful or not depends on whether it is attractive or not, and whether you know what the other person wants to hear. Niu Gensheng has a good saying about how to know what the other person wants to hear: Turn it over if you want to know. Put yourself in the customer's position and imagine what you like to hear best, so that you can succeed.
After mastering such a principle, there are many methods, such as unconventional method, joke story method, sincere and frank method, communication and interaction method and so on. For example, a teacher gave a speech at Peking University. The first sentence was: Someone asked me what Peking University had, and I told him that Peking University was "confused"-"One" was first-class, "One Step" tower was a tower, "Paste" was an unnamed lake, and "Tu" was a library, which was very tasteful and received rave reviews. The author once gave training to retail customers and asked at the beginning, "Why are you sitting here today?" I can't think of three reasons. First, the tobacco company asked me to come, but I can't come. Second, I heard that there are still gifts to take after coming. Third, I heard that a teacher named Wang Dingguo came to give a lecture and wanted to study. " At that time, the psychological barriers of customers were eliminated at once, and the scene was very harmonious.
(2) Smooth transition: a bridge flies north and south, and the natural barrier becomes a thoroughfare.
In the prologue of the novel, we should also transition to the central content, otherwise it will lose the meaning of training. This transition is crucial. The more unconventional the opening, the smoother the transition, so as not to appear abrupt. No link in a brilliant training is very important, which requires meticulous work, especially the first transition after the opening, just like the neck of a human body. If the transition is not good, there will be a "partial head" phenomenon.
The transition here mainly achieves two points: first, the continuity and logic of the relationship; The second is the connection and integration of content. In fact, for example, after I asked the last three questions, I immediately said: According to my in-depth research and analysis, the first two reasons accounted for 100%, and the third reason accounted for 0%. But whatever the reason, as the old saying goes, you will be safe when you come. Maybe after listening to it, you will think that the courses I mentioned are more valuable than those gifts. So everyone's interest naturally focused on what I said.
Tip 5: Mobilize the atmosphere.
The transfer of atmosphere should be the biggest headache for many trainers. The transfer of atmosphere is essentially an interaction, forming a positive and interactive atmosphere.
(1) Go out and attack: The mountain will not move, I want to go up the mountain.
After observing that the atmosphere at the scene is rather dull, trainers should actively seek solutions, take the initiative to attack, and use their brains to adjust the atmosphere with the temperament that I will go up the mountain when the mountain does not move. The main methods are joking, telling old stories, citing cases and seeking interaction. But remember to be natural and fluent, and don't tell jokes for the sake of telling jokes, which is blunt and abrupt. This depends on the basic skills of training.
② Grass boats borrow arrows: stones from other mountains can attack jade.
As a professional training class, there are usually one or two students who are more active in boring scenes (generally referring to the class where retail customers are account managers). We should make full use of them, give them a stage and encourage them to show themselves. It is generally better for students to lead students.
Tip 6: different line therapy
Almost every training session may encounter individual "prickles", who generally show inattention, or ask some tricky questions or say some funny words. In this regard, trainers should effectively control and guide, otherwise the consequences will be unimaginable.
Answer: praise first, no mistakes.
In order to solve difficult problems, trainers should first hold their breath, control their emotions steadily and smile at each other. Smile is the best language, and it is the best response to people who reach out and don't smile, even if the other person is really rude. Then guide the other person with compliments, such as "your point of view is novel, which proves that you have unique thinking", and then lead the topic to everyone, such as: everyone thinks so, let's applaud together. At this time, few people will continue to be rude.
(2) Handling of abnormal situations: 42000 kg.
Those who deliberately disturb the venue will be dealt with in a timely manner by turning a blind eye, beating about the bush, touching the scene, drawing a tiger away from the mountain, requesting assistance, etc. No matter what way, we should minimize the major issues and minimize the minor ones, and do not provoke contradictions to form positive and powerful conflicts.
After-class summary skill 7: summary promotion method
At the end of a training, summarizing and upgrading has become an essential lesson. As the saying goes, "review the past and learn the new".
① Summary: Do not seek width, but seek strength.
In the summary of the content, the key is to see whether the problems are clearly analyzed, whether the ideas are thoroughly analyzed and whether the methods are in place in the teaching process. Do not pursue everything, try to be thorough, proceed from the actual effect, tell a problem to solve a problem, and make every training a scene to solve the problem.
② Teaching summary: I can do better.
As for teaching skills, it is mainly reflected in the reflection of students and the evaluation of leaders. As a beginner, you don't have to pursue perfection, but it is good to improve your analysis. There will be more opportunities to go on stage in the future. This is the truth that "practice makes perfect".