Hi Everyone, Need urgent help. I work as a freelancer recruiter and I have got an assignment for giving training to 600 participants who are 12th pass and are involved in providing microloans to rural women entrepreneurs. What are the topics that can be covered to train them for having effective skills to persuade the women entrepreneurs to go for the loan?
From India, New Delhi
From India, New Delhi
Dear Priyanka,
For your requirement, I put forth my following views:
a) Your sales training programme should be centric on customer psychology.
b) This is a sale of the NBFC products. Have you handled training for this segment earlier? If not, first acquire mastery over it. You need to understand thoroughly why do the customers buy the product and why they refuse to buy it.
c) This is a little different type of selling. The customers will be from rural India. In that case, to understand customer psychology, you need to make the visits along with the existing salespersons and watch how they sell. Your sales training will be based on your observations.
d) Have you done research on your target audience? If they are just Class 12 pass, then what is their IQ level? Do they have the aptitude to be a salesperson? What is their psychology?
e) With your knowledge of (b), (c) & (d) above, you can design the two or three-day sales training programme. Though it will be called sales training, it will have product training as well. The training will be activity-oriented. However, it cannot have 100% activities. You need to have an ideal mix of theory and practical.
f) To avoid the wastage of the training efforts, you may tell the company to send some material related to microfinance to the trainees. They should be through with it before coming for the training. Right at the beginning of the first day, conduct a test on the training material sent earlier. Those who fail the test should be sent back immediately.
Final Comments: - Two or three days of training does not change anybody. This has to be followed up by instituting "field training". Is there any provision to do that? If not, the training efforts could go to waste. Secondly, in these times of the COVID-19 pandemic, organising the training is going to be a big risk. Online training does not work for this kind of audience. I say this with 20 years of background in the training. Therefore, think of your safety as well as of the trainees.
All the best!
Dinesh Divekar
From India, Bangalore
7736For your requirement, I put forth my following views:
a) Your sales training programme should be centric on customer psychology.
b) This is a sale of the NBFC products. Have you handled training for this segment earlier? If not, first acquire mastery over it. You need to understand thoroughly why do the customers buy the product and why they refuse to buy it.
c) This is a little different type of selling. The customers will be from rural India. In that case, to understand customer psychology, you need to make the visits along with the existing salespersons and watch how they sell. Your sales training will be based on your observations.
d) Have you done research on your target audience? If they are just Class 12 pass, then what is their IQ level? Do they have the aptitude to be a salesperson? What is their psychology?
e) With your knowledge of (b), (c) & (d) above, you can design the two or three-day sales training programme. Though it will be called sales training, it will have product training as well. The training will be activity-oriented. However, it cannot have 100% activities. You need to have an ideal mix of theory and practical.
f) To avoid the wastage of the training efforts, you may tell the company to send some material related to microfinance to the trainees. They should be through with it before coming for the training. Right at the beginning of the first day, conduct a test on the training material sent earlier. Those who fail the test should be sent back immediately.
Final Comments: - Two or three days of training does not change anybody. This has to be followed up by instituting "field training". Is there any provision to do that? If not, the training efforts could go to waste. Secondly, in these times of the COVID-19 pandemic, organising the training is going to be a big risk. Online training does not work for this kind of audience. I say this with 20 years of background in the training. Therefore, think of your safety as well as of the trainees.
All the best!
Dinesh Divekar
From India, Bangalore
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