TTT Train the trainer – The 3 S’s of TTT – State, Style and Structure – An overview by Matthew Hill

When junior trainers are about to start their day shadowing me in the corporate classroom, they will often ask, “What is required to deliver a good training day?”

Great question.

My answer is to highlight the 3 S’s

Classroom.

Small Classroom

  1. State – The energy and focus in the room and what you wish to do with it.
  2. Style – What is the preferred learning style of the overall group and each individual? And,
  3. Structure – How are you going to set out the day to land your material, take the participants on a constructive learning journey in such a way that the lessons from your content are going to stick?

Let’s develop this and see what’s important…

**1. State – A 1,000 external factors affect the state of the room at the beginning of any facilitated session – weather, the economy, day of the week, company performance, the politics of the company – redundancies / rapid growth / merger or acquisition etc.

And, if you have a room full of introverted people or workers that do not see your topic as vital, interesting or even relevant, then you can assume that the room will feel cold and distant. So, what can you do about it?

The simplest method and one that has yet to fail is the solo – pair – group formation. It starts with you asking something simple such as, “Working on your own, remember back to your worst customer experience from last year. What were they like and what was difficult about them?” If they are an extremely withdrawn group you don’t even have to debrief the exercise with shout outs.

This will engage the participants whilst maintaining their sense of security as the work is private and kept in their heads.

Next phase, “In pairs, share your stories and compare them to see if there are any common themes.” Here you have overcome most of the reluctance to speak as everyone has generated some content that they can talk about. Facilitating a share or two in the debrief can start to get the crowd moving.

Then, the big one. Arranging the delegates into groups of 3 (for the quietest of groups) up to 5 or 7 people, ask them to discuss actions, brainstorm suggestions or analyse what is going on – either using one of their generated scenarios or a case that you have prepared that has some obvious treasures in and some hidden gems as well.

**2. Style – When it comes to how we take in information, process it, use it or remember it, people react differently. There are 4 main styles emerging from the research of Kolb, Honey and Mumford. The main types can be responded to in your training to make sure you catch everybody and create a successful day.

            Activist – Doer – An inductive and practical person that learns as they do. They will be best engaged with a brainstorming, divergent exercise, solving a problem, discussing in a group, attempting a puzzle, or being given a competition or role-play to perform.

            Reflector – Watcher – An observer, chewing over that has happened – Their favourite activities in the classroom include a self-analysis audit or questionnaire, taking on the official observer role in a game, being the feedback giver to others in a group, or, using the interview format.

            Theorist – Thinker – Probably a deductive thinker. Theorists are best engaged when the facilitator provides a model, facts or statistics to crunch. They appreciate plenty of context and background information and then being given the chance to apply a newly learnt theory to a particular scenario.

            Pragmatist – Feeler – The opposite of Theorists and Reflectors, these inductive thinkers like to get stuck in and do something, experiencing the world and coming up with theories as they go. For them a practical application such as a simulation will work well, or a case study that they find relevant. They appreciate the opportunity of getting down and dirty with a problem and figuring things out for themselves. Get them building a tower with multiple iterations and you will hit the spot.

An intake form sent our before the training can help you assess the largest style present in the group allowing you to adapt your material and exercises accordingly.

**3. Structure – Whilst the design of a classroom day will be tailored to the mission, the company and the group in the room, there are common elements that will help you get your group to a great learning outcome.

            Introduction – Meeting the audience where they are NOW, promising a specific benefit to them as an outcome and, vitally, agreeing the rules of engagement for the day, especially with a more volatile or testing group.

            Warm up – Something to get the brain going and for you, the facilitator, the chance to assess their styles in real time. How many activists, reflectors, theorists and pragmatists are showing up in the room?

            Win – You do need to make an impact as “the teacher” fairly early on – Saying something profound, uncovering the cause of some strange behaviour within the group, or introducing a life changing model, shortcut or a new way of tackling an old problem.

            Model – Framing your main input within a robust structure that the delegates can relate to, understand and remember.

            Feedback – This is a confident move. After about an hour of class, ask the group, “What should I change? Do you want me to start something, stop something or do more of something?” Best to find out if you are missing the mark as a facilitator with plenty of day left.

When you do this and get some stinking feedback – not to worry. In the worst case, say thank you and take a 10-minute time out to restructure your approach and get back on side with the group before they mutiny.

Best case – they appreciate the chance to give input on their needs and will rate you more highly as a confident and flexible trainer.

            Practical – Activity is the key for all types to connect the theory with their particular situation. I do favour gaining real company cases to work on here, wherever possible. Made up cases never ring totally true and will not gain 100% engagement from your cohort.

            Investigation – Handing over control to the group is an important stage in any training. Letting them explore, self organise, access materials in the own way and even storm a little will make them feel they have had a deeper and more significant experience.

            Reflection – The oldest teaching trick in the book is to ask (just after a break or lunch), “So, what have you learnt in the last session that you will apply in your day jobs?”

            Application – An entertaining training day with no impact on work will be remembered as just being a shallow jolly and may prove harmful to your professional reputation. Transfer from the classroom to the shop floor is what is required. Flipping the classroom and asking the participants to come up with great behaviours that everybody agrees to and wishes to encourage and reinforce and a list of undesirable and destructive behaviours that are to be extinguished from the company’s workplace can be profound.

            Summary – Telling them what you are going to tell them, telling them it and then telling them what you have just told them is sound advice (from the Army.)

And

            Follow up – I like to get a conference call going to debrief the participants a couple of days or weeks after we training day. I ask 3 simple but important questions, “What do you remember?” “What did you learn, try out, and, it’s working?” And, “What did you learn, try out, and, it is NOT working?”

So, what have we talked about today?

To summarise, you will inherit a state when you walk in to the training room and it is your job to decide what to do to build their energy level and engagement dynamic to get the job of teaching done.

People have individual preference for experiencing activities, taking in knowledge and applying themselves to tasks. You will also find a predominant style in one department that will colour your choice of task and exercise selection.

Finally, Structure – these are the elements that must be included in your training day, if you wish to get good feedback, achieve a learning outcome and transfer the key behavioural change elements to the delegate’s workplace.

Good luck with your next training day.

Matthew Hill has 10,000 hours of training, coaching and speaking experience and has worked in 30 countries with some of the best corporations in the world. He has had the pleasure of working with more than 80 nationalities and for 3 Governments.

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1st Congress SIETAR Spain, 28th – 30th September 2018, Malaga, Spain

Spanish Congress SIETAR Spain

Spanish Congress SIETAR SpainSpanish Congress SIETAR Spain , Anna, Zelno

To register click on the link; http://www.sietar.es/congreso

 

The 4 Products You Need as an Independent Trainer or Independent Coach in 2018.

One Product You is NOT Optimally Profitable

Here is the simplest business build you will ever do. It consists of just 4 products that will move you to POSITIVELY interrupt your targets and start making a profit.

PRODUCTS for Profit

Turn your knowledge and experience into profit generating PRODUCTS

Product One – The Lead Magnet – What could you package up, from your knowledge and experience, and give to your target audience of potential customers that will grab their attention, please them, and, spark their curiosity to a level that helps them take a tiny tiny action step?

Successful suggestions include a work sample, a live demonstration, a powerful recording, a content rich webinar, a white paper, a quick quiz / audit, a 15 minute coaching call or any other small package that can show your depth, credibility and brand to good effect.

Sometimes called a Product4Prospect, the Lead Magnet is given away in exchange for contact details and permission to approach the receiver in the future.

Lead Magnet

Give a product in exchange for contact details and full permission.

Product Two – The Trip Wire – You can have an audience of 10,000, but, if they don’t buy anything, you are just a loud and unsuccessful busker!

The genius of the Trip Wire product is that it is cheap enough to trigger a no-brainer buying decision and, at the same time, acts as a psychological doorway, taking the individual from feeling like a distant, isolated observer to feeling like a customer, insider and club member.

That is what is so clever about the Trip Wire product.

Again, it must be packed full of value but must NOT provide the complete solution – They need to fill in the gaps in their knowledge with your Product Three.

Successful suggestions for a Trip Wire product include a starter version of your offering, a paid taster session, a paid intake clinic combining audit with delivered content, your book, a recorded audio product or the how-to film that you have made.

Trip Wire - Take a tiny tiny step

Trip Wire – Take a tiny tiny step

Product Three – Your Core Offering – This is the one product that everybody has. The advantage of running a sequence and not starting by pushing your Core Offering, is that you may achieve extra levels of trust and branding and so, will be able to price your Core Offering at a premium. It is important to max the joy of the customer as they receive your service so that their customer experience, CX is exceptional, memorable and becomes a talking point. It is your customer’s outstanding emotions that will boost and grow your company. Good enough is no longer good enough. Wow is now.

Core Offering

Core Offering – Remarkable value and customer experience.

Suggestions for helping support an outstanding Core Offering to attain the level of REMARKABLE – Differentiate your offerings into Bronze, Silver and Gold levels that offer economy, normal and luxury versions, add an accompanying user guide and demonstration that are ACTUALLY usable, rustle up celebrity endorsements, design in fun, energy and humour, add sleek design and cool features, work hard to enrich context with multi-channel delivery, build in the possibility of more interaction with the expert you, include full risk reduction, reversal and guarantees, and, incorporate customer feedback to smooth out the bumps in the customer journey, so you know you are delivering something special.

Is that it? No. There’s more…

Product Four – A Second Product. Did you think that getting the customer to buy your main offering once was the end of the line? No. Now we need to get you to PROFIT.

The costs of customer acquisition are normally assigned to the core offering. This limits any possible profit gained from first time customers. This applies to all one-product companies.

We all know that new customers are the most expensive to acquire and that returning customers are the best to have and the cheapest to maintain.

Second Product

The Magic of a Second Product – Customer delight, continuity and greater average profit margin.

All that cost of identifying, interrupting, warming, closing and delivering has been sunk. Now, with your Second Product, you know who they are and they understand how you operate. The next “box” you deliver will have a much higher margin. And it does not have to be priced at a super premium to achieve this. Sure, a high-end new offering will sort the wheat from the chaff and get those, “I must have the best” types excited. But, a regular priced offering will really boost profits, even when you average out Core and Second Product margins combined.

Suggestions for creating and supporting a Second Product include – The advanced level version of your core, something complementary to the first purchase, “And customers also bought this…”

If a trainer is selling knowledge first time around, they could sell a change programme as the second bite.

If Tony Robbins is offering you mind reprogramming in his first session, his next offering might provide a deep dive into personal wealth and finances.

So, that’s it. The 4 products you need to complete your set, establish a winning commercial sequence and all done whilst delighting your customers and generating above industry average levels of profit.

Call to Action – Now is the time to move forward.

Call to ACTION – We are running our next Business Growth Bootcamp for Independent Trainers and Coaches this June in the marvelous Capital city of Lisbon, Portugal, Tuesday 26th to Thursday 28th June 2018. To check out the details, simply click on the link.

https://culture99.wordpress.com/course-consultative-selling-bootcamp-lisbon/

Good luck and do let me know if you need some help.

New Webinar – Marketing to Get More Training Days with Less Hassle and No Hustle

Or, “I am now an Good Independent Trainer – So, What Do I Do To Get More Days And At A Better Rate?”

You are passionate about helping people resolve their issues and learn to help themselves. You have accumulated hard won experience and realised your dream of becoming an effective independent trainer. So –

– How will you now build your independent trainer or coach business?

– How will you network to grow your list of useful and high value contacts? And,

– How will you get your name and message out their using Social Media to generate qualified and appropriate interest in your independent training and coaching services?

VIP - Very important person - gold 3D render on the wall background with soft shadow.

“Hello, I am independent trainer…”

Fear – You dread the idea of becoming an isolated star trainer with next to no clients – unwittingly keeping all your much needed talent away from individuals in need who could easily benefit from your experience.

Wish – You know what you dream of;

– To receive warm enquiries from people who ALREADY know who you are, respect what you stand for and are willing to pay a premium to use your independent training services because they work.

– You wish to spend less time hustling for business and more time in the flow – conducting successful group and individual training and coaching sessions.

Action – Join Our Webinar – Marketing to Get More Training Days with Less Hassle and No Hustle;

https://attendee.gotowebinar.com/register/4966134869096242435

In this 1 hour and 20 minute high energy, content rich and interactive web based seminar, we will cover the 3 areas you need to invest in if your Independent Training and Coaching service is to grow;

Notepad with word marketing concept and glasses

1) Activity – Remember – No effort – No outcome. We will show you where many new independent trainers and coaches go wrong (and reveal the worst crime of all), and list the strategies, tactics and moves you must make in order to succeed.

2) Organisation – Building your identity and passion-based professional BRAND by marketing like a pro and learning the structures and processes required.

Most people fail with their own attempts or give up before they have built a complete Brand. We will show you where NOT to waste your time and where you need laser focus to generate engagement (its all about getting to the higher levels of engagement.) And, you will learn to build IP assets / informational products using your knowledge, qualifications and experience. Informational products that stand out from the crowd; gain you a reputation as an expert and command attention on Social Media, even as you sleep.

3) Dynamism – We will shake you from your current state of cultural modesty (“I couldn’t possibly do that”) to having you OWN your personal experiences and articulating your deal sheet of past victories in a media friendly way that generates results – incoming warm enquiries. We will make high-octane networking a reality for you and give you solid marketing ideas. They will work for you and you will have the chance to access the step-by-step process that takes you from “I don’t know how to do that” to, “I have just completed my amazing product, pitch or plan.”

Super businessman flying over a city

AAWWEESSSOOMMEE

Take Away – By the end of this informative webinar you will be given at least 3 effective marketing tactics to work on. When you implement them you will benefit from their proven power. And, we will give you the chance to acquire our Independent Trainer Growth Bundle to guide you along the sure and enjoyable path to informational products, a professional identity, an effective brand, positive networking and the generation of valid incoming mediation enquiries.

It’s not for everybody.

We want to speak with the people who will get the most benefit from the webinar so, please do NOT join if you;

– Don’t have a sense of fun and adventure

– Have zero intention of investing in yourself to grow your independent trainer service business

– Possess a closed mind when it comes copywriting and social media. Or,

– Think that clients will find you by magic and telepathy so none of this is necessary

Still reading? Good.

No Cost – There is no fee for attending the webinar and there are limited places. If you wish to expand your independent trainer practice and are ready for the challenge. If you believe in yourself, and want to follow our proven step-by-step guide, then there is only one place to be at 6PM UK time on, 21st November 2017 – 7PM Paris time – 1PM New York – Register now to attend the Marketing to Get More Training Days with Less Hassle and No Hustle Webinar. Click here and follow the instructions;

https://attendee.gotowebinar.com/register/4966134869096242435

We look forward to speaking with you on 6PM UK, Wednesday, 21st November 2017 – 7PM Paris time. 1PM New York

Shocked girl eavesdropping.

I want to hear the webinar…

 

Nervous Speakers – 5 Tips for Stage Fright and Presentation Nerves by Matthew Hill

Your nerves are a positive and essential part of presenting well and staying grounded.

presentation confidence matthew hill

“I feel so good speaking in public”

  1. Reframe Your Nerves as EXCITEMENT

When you think about it, our body does weird and amazing things and we can choose to be un-empowered by them or we can use them constructively. Let me tell you a story about pre-show jitters and dramatic stage fright.

There were two men going up on stage as volunteers. The first, as he leaves the security of his theatre seat feels sweat, constricted breathing, rolling stomach, muscle tremors and a terrifying adrenaline rush that almost makes him loose balance and stumble. When he is up on stage he can hardly interact with the show master, mumbles his name and is a useless helper in the game he is being asked to contribute to. At the end, to add to his humiliation, he his handed a cheap tee shirt. As he walks back to his seat he makes a promise to himself, “I will never come to the theatre EVER again!”

After the interval another man is chosen to “volunteer”. He gets up and feels an exciting rush of adrenaline and thinks that this could be one of those defining moments in his life. He speeds up and rushes towards the stage with a glow of excitement, the panting breathe of anticipation and a feeling of butterflies that reminds him of his tenth birthday. Is this really happening? Has he won the lottery? He leaps on stage, smiles at the performer and adds a joke into his first reply. The crowd go wild with laughter and one or two even clap. He is enjoying himself. The trick runs smoothly and generates more applause. He has never felt so alive and connected to so many people. At the end he enjoys the thanks of the performer, the admiration of the crowd, AND is handed a tee shirt to remember this night for the rest of his life. As he returns to his seat there is a big smile on his face and he says to himself, “I am going to quit my job as an auditor and get BACK on that stage.”

BOTH men had the same physical reaction to the situation. They chose to frame their experiences in different ways. How will you label your body’s reactions when next called to the stage?

  1. The Audience Want You to Succeed

It is easy to think of yourself entering the lion’s den when speaking on stage. What you may not know is that gladiators were the TV celebrities of their time. The audience would come back week after week to see their favourite fighters… WIN. Your audience have paid money, given up their time and sacrificed the chance to do other, easier things. They are invested in you and want you to WIN. They would love you to be comfortable, to get your patter out and complete you mission without mishap. They are rooting for you. In there minds is something simple – If you WIN then they get a chance to benefit. If you perform well, they get the chance to use your wise words, your experience and your life learning. That is, in fact, why they are there. So, remember, the audience is, very much, on your side.

Verschiedene Portraits einer blonden Frau

They want me to WIN!

  1. Even the Greatest Speakers Experience Stage Fright

It is true. There are many live performers that vomit backstage, have moments of terror and have those self-challenging-thoughts, “What if they find out I am a sham?”, “What if I don’t know the answer to a question?”, “What if someone in the audience is clever and hostile and they want to humiliate me? My professional life will be over.”

This is referred to as Imposter Syndrome and EVERBODY gets it. The truth is that the public speaker possesses a co-constructed identity that is temporary and happens when you are on the stage, red mic light on, in front of a live audience. It is not ALL that you are and you probably don’t do this every day. It is a part of who you are. For the rest of the time you are a much more ordinary figure. And that is OK. Linked to the last point, no one actually expects you to be a superhero (except maybe yourself.) Having doubt keeps you at your best. Hearing those “What if” questions maintains your hunger for perfection and improvement. Doubt keeps you present and grounded. Do not wish away the fear – that is the path to complacency, drift and autopilot delivery.

  1. Build Your Expert Status From the Inside

The quickest way to get your personal power surging is to write down your “numbers.” By this I mean the figures for what you have achieved so far. Everybody had accomplished more than they are conscious of and this exercise really helps. How many years have you been doing the thing that you are speaking about? How many customers have you helped? Reports have you written? Deals have you negotiated? When you look at your track record and put down the numbers they will always impress…you.

As great coaches say you can achieve less in a day than you wish but more in a month than you expect. Over the years you have achieved an enormous amount in a wide number of areas. Take a moment to write down your life and career highlights and to really, deeply acknowledge just how far you have come, just how much experience you have accumulated and just how much you actually know.

  1. Affirmations Affirm Your Greatness.

A way of countering the self doubt and unhelpful chatter running through your mind is to build some self affirming mantras that help lay some new mental pathways that, with repetition, will magically turn into self-affirming beliefs. They will be your public speaker truths. The easiest is the ANV – Adjective Noun that Verbs. Take a moment to write down 10 to 30 describing words that are positive, bright and give energy (these are the adjectives). Next you may use positive words to describe your multiple life and professional roles (these are the nouns.) Then form sentences that include who you help, what they achieve and how you help them (this is the verb bit.) And put it all together – “ I, Name Name, am an Adjective, Adjective, Adjective Noun, Noun, Noun & Noun that Verbs, Verbs and Verbs! And I am… AAAWWWEEESSSOOOMMMEEE.

Super businessman flying over a city

AAWWEESSSOOMMEE

When you learn this formula, fill in the spaces, make it your mantra, and repeat it, you will release the helpful chemicals in your body that support you, the public and professional presenter, speaker and subject matter expert. This allows you to help many more people to overcome their pain and achieve so much more for themselves.

How does that feel?

I have good news for you – You are now Ready!

I hope that these 5 ideas have helped you to reverse your doubts, calm your jitters, and to reframe stage fright as a necessary and useful part of delivering a high impact presentation and an effective public speech.

About the Author – Matthew Hill is a Presentation Coach and Group Trainer – If you wish to contact and engage Matthew to improve your professional presentation performance, then do call him on 07540 65 9995 or send an E Mail to matthew.hill@hillnetworks.com .

ELC Teaching Trust Building

New ICE train-the-trainer courses Coming UpIntercultural Competence Training:

Using Both Classroom Techniques and Blended Learning

FRANKFURT / MAIN Saturday 20th / Sunday  21st January 2018

 

Teaching trust-building is important when it comes to preparing professionals and students for intercultural encounters of all kinds. Our focus in doing so lies on first/second/third encounters, since often it is during the initial phase of relationships that trust-building succeeds or fails.

The topics we address in our intercultural training principally focus on ‘difficult’ FUNCTIONS which, in intercultural environments, may prevent a trustful relationship from developing. Typical examples are criticizing, refusing, giving advice, giving/accepting compliments etc. which follow different ’cultural scripts’ and, thus, have been a frequent source of culture-based misunderstanding.

Other DISCOURSE FEATURES addressed in the course are Directness, Enthusiasm, Formality, Assertiveness, Self-promotion, Personal   disclosure etc. which may contribute to mutual trust-building, or the opposite.

Critical issues connected with GENDER, HIERARCHY and CONFLICT are also addressed. Although highly sensitive subjects in any context, they bear particular risks when culture-based values, roles and identities clash.

Case studies are used to demonstrate the importance of appropriate communication both at PERSONAL and ORGANISATIONAL levels. Well-researched examples are e.g. the DaimlerChrysler take-over, the BMW-Rover merger, the LA Riots of 1992 and others. More recent examples include the AirFrance-KLM culture clash, or, as an example of successful intercultural corporate co-operation, the Renault-Nissan collaboration.

The ICE Blended Learning course includes exercises, role plays and case studies to practise a variety of communication strategies both in BRITISH-AMERICAN and in INTERNATIONAL ENGLISH which may help to establish trustful relationships in a great variety of international situations.

Contact ELC; info@elc-consult.com

 

 

 

Yvonne Van de Pol – Train the trainer workshop: Mind, Brain and Culture

New Paradigms in Intercultural Understanding Burg Reichenstein, Germany,

22-24th February 2018

New research in cognitive neuroscience is revolutionizing our understanding of culture and mind. This creates challenges and opportunities for intercultural trainers and educators as paradigms are shifting. This workshop will introduce new research in culture and cognition that can inform intercultural training and education. It will reexamine basic concepts from this new perspective, including: definitions of culture, cultural difference, bias, language and culture, culture and identity. We will examine how these new conceptualizations are currently being applied in specific training contexts, and in the current climate of increased intercultural tension.

This train the trainer workshop is a co-creation of Joseph Shaules, Matthieu Köllig and Yvonne Van de Pol

For the Flyer click here; http://www.luzazultrainingen.nl/wp-content/uploads/2017/07/T4T_Mind_Brain_Culture_Flyer_Feb2018.pdf 

Yvonne Van de Pol Yvonne Van de Pol

 

Gary Thomas – Intercultural Business Trainer/Moderator (IBT/M)® Programme

Billed as “Europe’s most popular, most demanding and most comprehensive intercultural Train The Trainer Programme”

The Next block begins on 13th October 2017 in Freising near Munich.

For more details go to; http://www.international-hr.de/en/intercultural-train-the-trainer-programme.html 

Gary ThomasTrainer, Coach and Speaker – Gary Thomas

Film Clips – From International Intercultural Students

Tales from A Multicultural Classroom project – Films 

JAMK University of Applied Sciences, Finland

Our Tales from A Multicultural Classroom project (Tales) has it’s own channel on Youtube: https://www.youtube.com/channel/UC6p0Wps-7OxNGSCmTTZrdVw
 
Our intercultural communication course for 1st year international business degree students and exchange students introduces a parallel workshop comprising simple video production techniques, including character development, script writing, story-boarding, shooting and editing. The results belong to the students, and they upload the videos to the channel voluntarily. We have had only one instance in which a video was not uploaded due to a student’s objection. Some of their work is shared here.
Here are a few favourites selected by Course Leader, Steve Crawford:
 
Stereofives
 
Five students from different nations try to solve the global financial crisis but run into stereotypical challenges:
 
 
Intercultural Plagiarism
 
Based on action research we conducted at our school, we discovered a phenomena we call “cheating without intent,” where students do not set out to cheat but find themselves in difficult circumstances that compel them to make bad decisions:
 
 
Dmitri’s Drama
 
A Russian student finds a difficult path to acculturation, and reaches a crisis point:
 
 
Lisa’s Acceptance
 
Newly off the press… A young girl discovers something new about herself in Finland:
 
 
A Cultural Deal
 
A Finnish girl finds herself in Italy to close a deal, and returns home empty-handed. (this video is often used with our critical incident analysis tool)