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The Difference Between Training And Education

Guest post by: Bob Phibbs

Article Overview: Training is only the first step, high sales come from educating.

The Difference Between Training And Education

I was fortunate to work with Randy Gage one-on-one a couple weeks ago on my brand. During our discussion, he shared a story with me that might resonate with you.

He was in a high-end retail shop. Spotted a white shirt, decided to try it on. Came out of the dressing room and the salesperson said, “Wow, that shirt looks great on you.” Randy took notice, felt good at being complimented on his choice, picked up another and returned to the dressing room.

He came out, stood in front of the mirror and the salesman again said, “Wow, you look great in that shirt.” At first he thought, wow, two in a row.

Then he saw a woman come out of the dressing room next to his and the salesman said, you guessed it, “Wow you look great in that.” Randy returned to the dressing room, removed the shirt and left with nothing.

My Take

You can see from one aspect that the salesman was doing a great job of complimenting the customer. He aced his training and if there were no one else in the store, he might – might – have gotten away with it.

But the fact is, he didn’t. Why? Because he was either trained to say the exact same thing or became lazy or never was educated how to mix it up. That’s a shame because the concept was right, just the implementation.

As you know, I train the Five Parts to a Successful Sale in my speeches, on my DVDs and in my new book. One of the parts I like to be the same is “Good morning, good afternoon or good evening.” I think it sets the stage that it is different than the rest of stores who are silent or can only say, “Can I help you?” It could be changed up I suppose but then I might just get, “How’s it hangin’ dude?” or “How are you today?” Both of which are unacceptable.

The reason so many people struggle with training is that we often make much of it like we were writing computer code, “If this… then do this.” The reality is you can’t script every interaction perfectly. That’s why you also need to hire people who can be trained to a higher level of education.

Once you train someone, you have to educate them on the why you want it done a certain way. Not because “I told you so,” but that it makes a better experience for the customer. Once they understand your goal is to honestlyhelp customers choose from your merchandise, you’ll never hear the same thing twice because every customer is different.

Training is only the first step, high sales come from educating.

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Article Tags: Business, Education, Expert, Retail, Sales, Training



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7 words or less for Structogram - Some "7 words or less" (more or less) for Structogram for your comments: Training to get your message across(6) Secrets to get your message across (6) Training so people will listen to you (7) Helping you get your message across (6) Training to learn to get your message across (8) Communications training for yourself and your team (7)
Ivy League vs. Affordable school - To play devils Advocate .... Prestigious school vs. Education I can afford? Does going to a prestigious school gaurantee success? I'm sure it helps - imagine the contacts made - powerful I assume. Also there is the pressure of being an alma mater of a school where everyone else is driven to succeed by thier parents. But, what if you got the "Education you can afford". It's still education. You are forced to analyze, engage in relationships, manage your school mates, and deliver on deadlines. What's the common denominator when you get out of school? Is it the ability to take action? The ability to see the big picture and then take the necessary actions to bring a project to completion? There's that action word again! what do you think?
Re: Internet Marketing is the best business in the world - 17. Education is freely available
Budget. - I believe the biggest barrier is related to budget. Training tends to be a normal practice for a big company. But I have to consider it seriously as an entrepreneur.
Re: 10 ideas to make you money in 2010 - I think Education would be hard to break into. Baby Boomers, Life Support and Trading Down, however, seem like good markets. As for Green technology goes, I don't think the business has to be entirely based on Green ideologies, but rather a business that embrace Green philosophies and use that as a marketing tool.


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