Hi Everyone,
I need urgent help. I work as a freelance recruiter, and I have been assigned to provide training for 600 participants. These participants have completed 12th grade and are involved in providing microloans to rural women entrepreneurs. I am seeking advice on the topics that can be covered during the training to equip them with effective skills in persuading women entrepreneurs to take out loans.
Thank you.
From India, New Delhi
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I need urgent help. I work as a freelance recruiter, and I have been assigned to provide training for 600 participants. These participants have completed 12th grade and are involved in providing microloans to rural women entrepreneurs. I am seeking advice on the topics that can be covered during the training to equip them with effective skills in persuading women entrepreneurs to take out loans.
Thank you.
From India, New Delhi
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Dear Priyanka,
For your requirement, I put forth my following views:
a) Your sales training program should focus 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 customers buy the product and why they refuse to buy it.
c) This is a slightly different type of selling. The customers will be from rural India. In that case, to understand customer psychology, you need to make visits along with the existing salespersons and observe how they sell. Your sales training will be based on your observations.
d) Have you done research on your target audience? If they have just completed Class 12, 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), and (d) above, you can design the two or three-day sales training program. Though it will be called sales training, it will also include product training. The training will be activity-oriented. However, it cannot consist of only activities. You need to have an ideal mix of theory and practical aspects.
f) To avoid the wastage of training efforts, you may ask the company to send some material related to microfinance to the trainees. They should go through it before attending 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 do not change anybody. This has to be followed up by instituting "field training." Is there any provision for that? If not, the training efforts could go to waste. Secondly, in these times of the COVID-19 pandemic, organizing the training is going to be a significant risk. Online training does not work for this kind of audience. I say this with 20 years of background in training. Therefore, think of your safety as well as that of the trainees.
All the best!
Dinesh Divekar
From India, Bangalore
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8219For your requirement, I put forth my following views:
a) Your sales training program should focus 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 customers buy the product and why they refuse to buy it.
c) This is a slightly different type of selling. The customers will be from rural India. In that case, to understand customer psychology, you need to make visits along with the existing salespersons and observe how they sell. Your sales training will be based on your observations.
d) Have you done research on your target audience? If they have just completed Class 12, 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), and (d) above, you can design the two or three-day sales training program. Though it will be called sales training, it will also include product training. The training will be activity-oriented. However, it cannot consist of only activities. You need to have an ideal mix of theory and practical aspects.
f) To avoid the wastage of training efforts, you may ask the company to send some material related to microfinance to the trainees. They should go through it before attending 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 do not change anybody. This has to be followed up by instituting "field training." Is there any provision for that? If not, the training efforts could go to waste. Secondly, in these times of the COVID-19 pandemic, organizing the training is going to be a significant risk. Online training does not work for this kind of audience. I say this with 20 years of background in training. Therefore, think of your safety as well as that of the trainees.
All the best!
Dinesh Divekar
From India, Bangalore
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