Roles and Psychology in a Presentation

This article is from Train the Trainer Email Course:
Module 3: Closing (Part 1 of 2)

Now, it's time to make your prospects pay! But before we discuss about closing, let's tackle first the roles and psychology in a presentation.

Understanding these will ensure that we will be able to close our prospects effectively and make them pay (join and buy from you.)

Let's dive in Module 3:

Train the trainer - roles and psychology in a presentation

As I mentioned in the previous module, if you are still a trainee in the business, the smarter way to do a presentation is by maximizing your trainer.

Thus, a typical appointment involves the following:

1. Trainer 
2. Trainee 
3. Prospect (friend of the trainee)

Now, let us understand the roles of each person during the appointment and the psychology behind.

THE ROLE OF THE TRAINER:

Role 1: The trainer will be the who will discuss the benefits of the company to the prospect.

The psychology: the trainer provides credibility. Especially when you are new, there might be questions from the prospect that you can not answer.

The trainer should be able to handle those questions.

Another scenario is when you have joined other businesses before (and probably failed?) and then you approach the same people again, introducing another company - IMG.

If you do it alone, it would be difficult. But with a trainer, the trainer will provide the credibility that IMG is a different company with a very noble mission.

Role 2: The trainer provides coaching to the trainee.

The trainer should show the trainee that presentation is simple, clear, fast and very doable.

The psychology: it should be very easy that the trainee can say to him/herself: "Wow! it's so simple, I can't wait to do it myself."

Roles in a Presentation

THE ROLE OF THE TRAINEE:

Role 1: must introduce the trainer to the prospect

As mentioned in Module 1, the 1st people we should approach is our family. Thus, as a start, most prospects are friends or family of the trainee.

The psychology: the trainee holds the TRUST of the prospect. The trainer and prospect doesn't know each other thus the trainee should assure the prospect that this is a good deal.

Role 2: Since the TRUST is with the prospect and the trainee, thus the trainee should be the one who should close the prospect and make him/her pay!

Again, the trainee should be the one who should close the prospect not just the trainer.

That's why we should learn how to close! So, how do we close a deal?

The next email, I will share how to close, the rules in closing and the psychology behind.

Are you excited?!

Ciao for now.

Invest in your growth,

Tiyo Pilo


PS: how about the prospect?

THE ROLE OF THE PROSPECT:

The prospect is the one who listens, asks questions and decides.

Thus if you are the trainee, when the presentation starts keep quite, listen, learn and never ever asks questions to the trainer.

It's funny when the trainee has more questions than the prospect. I guarantee you, you will not be able to close the deal.

So again, when the presentation starts, keep quite, listen, learn and help your trainer close the deal!

Ciao, see you in my next email.