I.    EXPECTED OUTCOMES

Participants will learn to

• Distinguish between rational and emotional questions and objections
• Select from different types of evidence to support answers to rational vs. emotional  objections
• Make sharp distinctions between the "speaker's mind" and the "listener's mind" and use those distinctions to adapt their answer to a specific audience
• Use response skills to make the question belong to the entire audience, diffuse hostile questions, and control the presentation

II.   DESIGN

This full day or one-half day workshop is designed to have participants become aware of the distinctions between rational and emotional topics by generating questions of each type that are then used in a "game show" format.  Team  representatives compete for scores based on accuracy and substance of their content and physical skills used in their response.  This format can accommodate large as well as small groups.

III.  PREPARATION

No preparation or homework is required of the participants.  Trimtab works in advance with managers to develop relevant examples for instruction modules and to learn the company's direction and vision.

IV.   WORKSHOP CONTENT

A. Understanding the Source of Questions

• Distinguishing the speaker's and the listener's minds
• Distinguishing thought-based and feelings-based questions
• Supporting the answer with appropriate proofs

B. Response Skills for Answering Questions 

• Rephrase, Answer, Reinforce 

C. Physical Skills for Presentation

• Overview of delivery skills:  eye contact and energy

D. Q & A Olympics

• Teams generate questions on pricing, competition and functionality
• Team representatives respond to questions using new skills
• Olympic style scoring is based on skills

E-mail:
Phone (615) 594-2907

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