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Training needs analysis: How to handle the handoff

Do your clients expect you to create training on demand? By changing how you talk to them, you can steer them away from an information dump and help them solve the real problem.
Here's a quick slideshow with ideas for things you could say -- and not say.

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Training needs analysis: How to handle the handoff

  1. 1. They need training. Please turn this information into a course. Are you DOOMED? really? No! Try this. No! Try this.
  2. 2. PARTNERFROMTHESTART.COM THERE IS NO COURSE. THERE IS ONLY A PROBLEM. WHAT TO SAY
  3. 3. PARTNERFROMTHESTART.COM WHEN THE CLIENT SAYS THIS RESPOND WITH THIS “I need a course on X.” DON’T AGREE (BUT DON’T DISAGREE) What could you say?
  4. 4. PARTNERFROMTHESTART.COM WHEN THE CLIENT SAYS THIS RESPOND WITH THIS “I need a course on X.” “I’m happy to help.... DON’T AGREE (BUT DON’T DISAGREE)
  5. 5. PARTNERFROMTHESTART.COM WHEN THE CLIENT SAYS THIS RESPOND WITH THIS “I need a course on X.” “I’m happy to help. What kinds of problems have you been having with X?” DON’T AGREE (BUT DON’T DISAGREE)
  6. 6. PARTNERFROMTHESTART.COM WHEN THE CLIENT SAYS THIS RESPOND WITH THIS “I need a course on X.” “I’m happy to help. What kinds of problems have you been having with X?” “People are doing Y and Z, which is wrong. Here’s the content for the course.” DON’T AGREE (BUT DON’T DISAGREE) What could you say?
  7. 7. PARTNERFROMTHESTART.COM WHEN THE CLIENT SAYS THIS RESPOND WITH THIS “I need a course on X.” “I’m happy to help. What kinds of problems have you been having with X?” “People are doing Y and Z, which is wrong. Here’s the content for the course.” “Thank you. This will help me understand the issues you’re seeing.... DON’T AGREE (BUT DON’T DISAGREE)
  8. 8. PARTNERFROMTHESTART.COM WHEN THE CLIENT SAYS THIS RESPOND WITH THIS “I need a course on X.” “I’m happy to help. What kinds of problems have you been having with X?” “People are doing Y and Z, which is wrong. Here’s the content for the course.” “Thank you. This will help me understand the issues you’re seeing. So, the main problem is that people are doing Y and Z? Why are they doing that?” DON’T AGREE (BUT DON’T DISAGREE)
  9. 9. PARTNERFROMTHESTART.COM WHEN THE CLIENT SAYS THIS RESPOND WITH THIS “I need a course on X.” “I’m happy to help. What kinds of problems have you been having with X?” “People are doing Y and Z, which is wrong. Here’s the content for the course.” “Thank you. This will help me understand the issues you’re seeing. So, the main problem is that people are doing Y and Z? Why are they doing that?” “Some of them don’t know any better. Others know but don’t care, so they need a course with motivational parts. I think it should have Feature A.” DON’T AGREE (BUT DON’T DISAGREE) What could you say?
  10. 10. PARTNERFROMTHESTART.COM WHEN THE CLIENT SAYS THIS RESPOND WITH THIS “I need a course on X.” “I’m happy to help. What kinds of problems have you been having with X?” “People are doing Y and Z, which is wrong. Here’s the content for the course.” “Thank you. This will help me understand the issues you’re seeing. So, the main problem is that people are doing Y and Z? Why are they doing that?” “Some of them don’t know any better. Others know but don’t care, so they need a course with motivational parts. I think it should have Feature A.” Feature A is certainly something we can consider.... DON’T AGREE (BUT DON’T DISAGREE)
  11. 11. PARTNERFROMTHESTART.COM WHEN THE CLIENT SAYS THIS RESPOND WITH THIS “I need a course on X.” “I’m happy to help. What kinds of problems have you been having with X?” “People are doing Y and Z, which is wrong. Here’s the content for the course.” “Thank you. This will help me understand the issues you’re seeing. So, the main problem is that people are doing Y and Z? Why are they doing that?” “Some of them don’t know any better. Others know but don’t care, so they need a course with motivational parts. I think it should have Feature A.” Feature A is certainly something we can consider. First, I need to make sure I understand the problem you’re seeing... DON’T AGREE (BUT DON’T DISAGREE)
  12. 12. PARTNERFROMTHESTART.COM WHEN THE CLIENT SAYS THIS RESPOND WITH THIS “I need a course on X.” “I’m happy to help. What kinds of problems have you been having with X?” “People are doing Y and Z, which is wrong. Here’s the content for the course.” “Thank you. This will help me understand the issues you’re seeing. So, the main problem is that people are doing Y and Z? Why are they doing that?” “Some of them don’t know any better. Others know but don’t care, so they need a course with motivational parts. I think it should have Feature A.” Feature A is certainly something we can consider. First, I need to make sure I understand the problem you’re seeing... THERE IS NO COURSE. THERE IS ONLY A PROBLEM.
  13. 13. PARTNERFROMTHESTART.COM course content DO NOT SPEAK THE FORBIDDEN WORDS. training assessment LMS slides workshop
  14. 14. PARTNERFROMTHESTART.COM I’ve created several courses on that topic. DO NOT SPEAK THE FORBIDDEN WORDS. We have the perfect tool for this. It sounds like a webinar would be a good solution.
  15. 15. PARTNERFROMTHESTART.COM DO NOT SPEAK THE FORBIDDEN WORDS. You need to learn more about the problem.
  16. 16. You’re on track to solve the real problem and avoid an information dump. Your next step: PartnerFromTheStart.com

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