Training Content

How to design the content?

• What do I want to convince my audience of?
• How do I arouse interest?
• This is how it is SUPPOSED to be, this is how it IS – how do I convince others to walk the way?
• How do I communicate advantages?
• What is the benefit for the listener?
• What is my concrete objective?
• How to conclude my presentation?

What effect do I want to create?

• How do I choose a positive attitude towards all listeners?
• How do I deal with objections?
• How do I lead through questions?
• How do I concentrate on...
• a deliberately open posture?
• remaining silent and listening in case of interruptions?
• my eye contact to all listeners?
• my smile?
• my intonation?
• the use of linguistic and visual images?
• my inviting dynamics?
• keeping the time limit?
• requesting everybody to think?

As with all Wertfreunde programmes, the elaboration of techniques requires that we are aware of our attitude towards presentations, negotiation situation and people. How do we deal with changes such as interruptions, conflicts, blushing, being unprepared and differing realities?

Training course

The participants are asked to prepare their presentation for day 1 of the training. We will then start practising as soon as some presentation techniques have been clarified. In "slow motion", all participants are acquainted with their potential. Afterwards, we will advance faster and gain confidence and style in our presentation. The practical phase allows us to re-establish what has been learned.

On day 2, the presentation options are deepened and expanded. This will be achieved on the basis of concrete, practical examples which are to be prepared by the participants. The training connects authenticity and professional appearance with the objective to convince the listeners of choosing us.

Without a doubt, change is often met with initial, intrinsic resistance. However, this type of resistance is unlikely to occur if training content is really taken on board, as this will motivate people to really embrace change and implement it.

That is why in our trainings, we work with the participants to establish skills and insights by way of action cards, realistic exercises and continuous exchange. The success of our tailor-made trainings is determined by the interactive exchange between the trainer and the participants. The participants are asked to think about possible solutions for issues by using their own thoughts and experiences.

For this purpose, we use our efficient training method, “leading through questions”, and provide initial hints and information, if a participant does not know how to proceed. It is possible for conflict to occur in the course of this process, especially with regard to one’s own expectation of oneself and in the course of reflecting upon one’s own actions in the past. We deal with this conflict by way of positive confrontation and integrate our insights into our wealth of experience, so that a learning effect develops. This approach means that our trainings are not defined by the conservative approach of merely listening.

In order to continue integrating the training content into your professional lives, we recommend the sequential build-up for behaviour-based trainings (see figure). This means that the various units are interrupted by practical phases of three to four weeks’ duration. That way, participants can gradually integrate what they have learned into their day-to-day professional lives, without having to interrupt their operational work by more than a day at a time. In addition, experience has shown that incremental learning is more effective.

Should questions or problems arise during the practical phases and for up to two years after completion of training, our trainers will gladly be available for coaching via telephone.