Wanted: Fresh ideas for a new course I'm developing.

Feb 10, 2011

Tom Wilson
By Tom Wilson

A few short weeks ago a user created a post asking for suggestions on how to best approach a 'Bed Bugs' course, and the feedback and suggestions he received were nothing short of remarkable. So with that said, I'm looking for fresh ideas on how to present the content for this new course I must create. Here's the low-down.

  • Audience: Internal 'Sales' Associates
  • What They Sell: A system for health clubs which provides the clubs with electronic Funds Transfer (EFT) capabilities for members to pay dues. In addition the system allows for member tracking, like check-in and check-out, new membership enrollment, cancellations of memberships, and robust billing functionality. There is both a back-end (Admin) part of the system, and a front-end system which would be used by the front desk representative.
  • Additional Information: The objective of this course is not to train the Sales associates on how to use the system, but rather focus on how to sell the solution. it should include advantages of the system, how a club can benefit from implementing this system, return on investment (ROI), overall value proposition, and address selling pain points and struggles.
  • When all said and done, sales associates who have completed this course should be more comfortable with selling this solution and customizing the sales experience to the individual clubs needs. As one SME put it "We're not selling software, but rather a value proposition".

I'm just trying to stay away from a linear page-turner and I'm wide-open to a fresh and unique deliver approach.

Any and all ideas are welcome. Thanks in advance!

Tom

3 Replies
James Brown
13 years ago02/11/11 at 7:54 am (UTC)

Cathy Moore's video should get you on the right track. Start off with Action Mapping and ask yourself what is the goal of the training? As she mentions, not all projects need to be e-learning courses. In this case, to simply inform would not be a really good use of an e-learning project. We need an measurable, obtainable goal. Being comfortable selling a solution is not a meaningful nor measurable goal. An 30% increase of in EFT payment plan options would be measurable.  In other words if you are simply trying to inform people about something, a infomercial or an email containing the benefits of eft payment options would be more appropriate than an e-learning course. You may also create scenarios where the sales rep is questioned by potential customer about the benefits of EFT payment solutions and the e-learning course is guiding the sales rep the best practices on making the sale which goes hand in hand with the final goal of an increase in your EFT payment plan customers.

Tom Wilson said:

  • When all said and done, sales associates who have completed this course should be more comfortable with selling this solution and customizing the sales experience to the individual clubs needs. As one SME put it "We're not selling software, but rather a value proposition".

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