"SUCCESS MANTRA" # 104
TOPIC :FACILITATION SKILLS
LEARNING THEORY
MIND
SET
Faced with inevitable and totally
natural problems of mind set, we trainers must help our
trainees to overcome the discomfort
caused by cognitive dissonance. Like Shakespeare’s
Mark Antony, we must start from their
point
of view (‘Brutus was an honorable man’) and
find a WIFT (What’s In it For Them?) to help them
change their minds.
By concentrating on WIFTs we help them to justify changing their skills, knowledge or
attitudes by providing a real need to do
so.
Example: Faced with a salesperson whose mind set is ‘I should be out selling, not listening
to this nonsense’, you should
concentrate on how your course can help her sell more.
Exercises:
● Think of one of your own courses. What WIFTs can you think of for a ‘dinosaur’ trainee
whose mind set is ‘our present system
has worked very well up to now’?
● How could you find WIFTs to overcome the following mind set:
‘What can this upstart teach me; s/he’s half my age!’?
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Considering sales example, no body likes to be sold, they like to buy.
ReplyDeleteRightly said Shashi.... but every one like to buy if Solution based selling is done (Concept Of BAF).
DeleteExample : A Thick nib whiteboard marker can be sold highlighting different benefits based on customer need
Scenario 1 (Selling it to Teacher) : The most important benefit will be bold handwriting because of thick nib it will be clearly visible for all back bench er of the class.that would be a key purpose of purchasing thick nib marker compare to normal one
Scenerio 2 ( A 6 Year Old Boy): The most important benefit will be durability & cost saving ,because of thick nib it will not break easily compare to normal thin nib of the marker.A parent of 6 year old boy will be more attractive to this advantage & benefit in comparison with Scenerio 1
Hence different benefit for different user can do the need based selling. Features are the last one which customer want to hear that's why it is named as BAF Concept (Benefit,Advantage & Features)
Always Start with benefit as per customer need .
Happy learning
Prakash Shetty
Team DV