Over the years of helping many trainers increase their training brands and teaching them how to become a better trainer, i have come to realise that many of these trainers do not know how to present their training programs to their customers so that they can win the deal. So here are my tips on what you need to do as a trainer to win over your customer.
1. Cultivate the right Mindset
You need to believe that your training program will certainly impact lives of your customers. With this mindset in place, you can pitch to your customer in a way that he gives more interest to you.
2. Do your homework
Often trainers fail to convince a customer about their training programs because they dont read sufficient data on the customer's background and the intial required needs of the training
3. Who is the decision maker
This question will guide you as the trainer who do you really need to talk to. Never underestimate any training executive's power. It maybe that training executive makes all the decision pertaining to training and only goes back to the boss for a signature.
4. Sence of Urgency
We all know Malaysian training industry likes to hear the word free and discount. So to push your customer to make his mind up, you need to create a small sense of urgency. Here are some tips on what we have done before that worked.
a. Provide specific dates on your availability to do the training and after that you will be busy
b. Provide a special bonus for a limited number of customers seeking your services in the 2nd quarter
c. Limit availability to your training program until a short time frame
If you can do this required steps, you will become a Super Trainer and any customer that you present too will surely buy your training programs.
Happy Training guys..
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