I was recently speaking with a prospective client about the use of online sales training and Virtual Instructor-Led Training (VILT) to deliver highly engaging, and effective online sales training. He quickly responded that they already conduct training webinars and their people find them quite boring. Since we train our clients on “Customer-Focused Selling”, I had to make sure that I simply didn’t explain how what we do is different, but first acknowledge the objection and ask some clarifying questions. Here are some of the questions I asked:
- What are the key selling skills that you are typically looking for participants to take away from the training?
- How many people typically attend?
- What is the participants typical level of engagement?
- Do participants receive workbooks with tools, exercises, and planners?
- How do participants practice their newly acquired skills?
At the heart of these questions is helping the customer understand the difference between a webinar (large audience that watches, informational) and Virtual Instructor Led Training (smaller audience that actively participates, learn by doing). While the underlying technology is substantially the same, you can’t compare the experience.
To learn more, download our white paper Virtual Instructor-Led Training