How to Run Seminars and Workshops: Presentation Skills for Consultants, Trainers, Teachers, and Salespeople

Overcome Your Fear and Present Like a Pro Deliver a Presentation that Motivates and Inspires Captivate Your Audience with Creative Ideas

THE ULTIMATE GUIDE FOR ANYONE WHO MAKES A LIVING SHARING WHAT THEY KNOW WITH OTHERS

"Over the past few decades, I have watched Rob Jolles successfully educate and train thousands of professionals on mastering the art of consultative selling, persuasion and public speaking. There is one common denominator to his success, and that′s his ability to orchestrate and run seminars and workshops that work. This book is a must for everyone!"
Glenn M. Cackovic, managing partner, GlobalMacro Partners, LLC

"Rob Jolles is a master at turning mere interest into lifelong impact through his seminars and workshops. The tactics and techniques he employs have been refined for more than 30 years and they are packaged here in a way that will help you elevate your next audience to a higher plane."
JV Venable, former USAF Thunderbird Commander and author of Breaking the Trust Barrier!

"I′ve learned a great deal from Rob Jolles about how to execute effective and profitable sales workshops and seminars. The latest version has many ideas about implementing worthwhile online programs that we are putting into action imminently."
Fred Diamond, founder, Institute for Excellence in Sales

Most presenters know all about their chosen subject. Unfortunately, few of them know how to present what they know. Over the past quarter century, this book has taught tens of thousands how to sell, teach, stand up, and deliver an effective training session or presentation on almost any subject, in any setting.

In this updated Fourth Edition, Robert Jolles, former head of Xerox′s world–renowned "Train–the–Trainer" program, once again shares proven techniques for winning over an audience, holding their interest, conveying important information, and moving them to action! New to this edition are a chapter on how to take your presentations and seminars online; more ways to use keynote and workshop delivery to market to clients and customers; new information on how to create and use simulations in training; and templates and worksheets for developing and fine–tuning your presentation selling skills.

Packed with straightforward, trustworthy advice and powerful tools, How to Run Seminars & Workshops, Fourth Edition is an essential tool for professional trainers, speakers, teachers, salespeople, and business professionals.

I Getting Started

Chapter 1 Creating a Seminar Business

BRANDING YOURSELF

Rule #1 Think out of the Box

Rule #3 Don t Underestimate the Basics . . .

Just Don t Advertise It!

Rule #4 Be Passionate

GENERAL VERSUS CLOSED SEMINARS

General Sessions

Closed Sessions

Keynotes

Seminars and Workshops

MARKETING YOUR SEMINARS

Writing the Book

Speakers Bureaus

Third Party Marketing

Chapter 2 Working with Adult Audiences

CREATE AN ATMOSPHERE CONDUCIVE TO TRAINING

BUILD AND MAINTAIN INTEREST

CAPITALIZE ON THE EXPERIENCE OF ADULT TRAINEES

STRUCTURE YOUR PRESENTATION LOGICALLY

USE ACTIVITY TO PROMOTE INVOLVEMENT

SET DEFINITE GOALS

USE REPETITION TO INCREASE RETENTION OF  CRITICAL  INFORMATION

TELL TRAINEES WHAT YOU REQUIRE OF THEM

MOTIVATE ADULT TRAINEES TO LEARN

MAKE THE PRESENTATION VISUAL

SATISFY THE INFORMATION NEEDS OF THE TRAINEES

SUMMARY

Chapter 3 Recognizing Trainees Levels of Behavior

LEVEL ONE THE UNCONSCIOUS INCOMPETENT

LEVEL TWO THE CONSCIOUS INCOMPETENT

LEVEL THREE THE CONSCIOUS COMPETENT

LEVEL FOUR THE UNCONSCIOUS COMPETENT

THE FOUR LEVELS OF BEHAVIOR IN ACTION

THE NEXT LEVEL

Chapter 4 The Personality Parade: Training All Different Types of People

THE LONER TRAINEE

THE QUIET TRAINEE

THE AMIABLE TRAINEE

THE DISCOURAGED TRAINEE

THE ENLIGHTENER TRAINEE

THE JOKER TRAINEE

THE RELIANT TRAINEE

THE SNIPER

How to Handle Snipers Whose Reputation Precedes Them

What to Do If You re Blindsided by a Sniper

Flushing a Sniper Out

SOME CLOSING THOUGHTS

Avoid the Squirrel Mentality of Reaction

Chapter 5 The Pace Race: How to Train Groups with Diverse Needs

HOW TO PACE A COURSE FOR A LARGE GROUP WITH WILDLY DIVERSE NEEDS

WHAT NOT TO DO WHEN TRAINING DIVERSE GROUPS

HOW TO WORK WITH THE SLOW POKE

HOW TO WORK WITH THE WHIZ KID

Chapter 6 Anatomy of an 8:00 A.M. Start: Finalizing

On–Site Preparations

7:00 A.M.: ARRIVE EARLY TO ENSURE EVERYTHING IS READY

7:30 A.M.: ARRANGE WHO SITS WHERE

7:45 A.M.: IT S TIME FOR MUSIC TO CREATE A RELAXED ATMOSPHERE

7:50 A.M.: GREETING YOUR TRAINEES

8:00 A.M.: LET S GET READY TO RUMBLE!

8:10 A.M.: TIME TO BREAK THE ICE

The Presenter s Role in the Icebreaker Process

8:30 A.M.: EXPECTATION TIME

II

Chapter 7 The Secret of Success: Selling Your Presentation

INTRODUCING  THE  UPPOPPR (PRONOUNCED  YOU–POP–ER)  PROCESS

MASTERING THE UPPOPPR

INTRODUCING  THE  UPPOP (PRONOUNCED  YOU–POP)  PROCESS

Chapter 8 Thirty Tips on Maintaining  Interest

WHAT TO DO ABOUT SLEEPY TRAINEES

SUMMARY

Chapter 9 The Art of Effective Questioning:  Getting Trainees Involved

TYPES OF QUESTIONS

PREPARING AND COACHING TRAINEES TO ANSWER QUESTIONS

TECHNIQUES FOR ASKING QUESTIONS

DO S AND DON TS OF QUESTIONING

SUMMARY

Chapter 10 Using Visual Aids

FLIPCHARTS

OBJECTS FOR DEMONSTRATIONS

POINTERS

DO S AND DON TS

SOME FINAL THOUGHTS

Chapter 11 Technology and Training

THE TECHNICAL REVOLUTION

PRESENTATION  SOFTWARE

THE LAPTOP COMPUTER

LCD PROJECTORS

ADDITIONAL  PROJECTOR TECHNOLOGY

TROUBLESHOOTING

OTHER CONSIDERATIONS

MUSIC

ELECTRONIC WHITE–BOARDS AND COPY BOARDS

DOCUMENT  CAMERAS

Chapter 12 Taking your Training Online

The Challenges of Online Training

The Strengths of Online Training

Chapter 13 Giving Feedback and Coaching

PITFALLS TO AVOID

GIVING FEEDBACK WITHOUT INTIMIDATING  TRAINEES

COACHING USING THE THREE Ss

SUMMARY

Chapter 14 Tricks of the Trade

SUMMARY

III IMPROVING THE TRAINING PROCESS

Chapter 15 Inside the Mind of a Professional Speaker: How to Present Your Best Self

ALWAYS PRESENT A POSITIVE AND ENTHUSIASTIC ATTITUDE

DON T ADVERTISE ANY LACK OF EXPERIENCE

HOW TO HANDLE ILLNESS ON THE JOB

SURVIVING WITH A SPLIT PERSONALITY

STAY IN TRAINING SHAPE

BE CONFIDENT NOT ARROGANT

COPING WITH DOUBT

WORKING WITH ANXIETY

Chapter 16 The Value of Good Training: Hiring Effective Trainers

MEET THE NEW BREED OF PRESENTERS

WHO TO HIRE

SUMMARY

Chapter 17 Avoiding the Training Trap: Problems with Relevance and Respect

HOW TO BUILD CREDIBILITY AND GAIN RESPECT FOR TRAINING

TRAINING CAN T SOLVE ALL BUSINESS PROBLEMS

VALIDATING YOUR TRAINING PROGRAMS

Chapter 18 Developing a Training Staff

EMPHASIZE THE QUALITY OF YOUR TRAINING PROGRAMS

MAKE SURE TRAINERS WORK WITH THE CURRICULUM DEVELOPERS

PROMOTE CONSISTENCY IN COURSE CONTENT AND TRAINING STYLE

Chapter 19 Evaluation and Support

EVALUATING  TRAINEES

EVALUATING THE TRAINER

ADVANCE PREPARATION USING PRESCHOOLS

REALISTIC EXPECTATIONS

Chapter 20 Adventures in Cross–Training

FACTORS TO CONSIDER BEFORE CROSS–TRAINING TRAINERS

HOW TO CROSS–TRAIN A NEW PRESENTER

DON T BE A PERFECTIONIST

POWER AND ITS MANY MISUSES

A sought–after speaker and bestselling author, ROB JOLLES teaches, entertains, and inspires audiences worldwide. He is president of Jolles Associates, Inc., an independent training consulting firm, and a training consultant for more than 100 Fortune 500 companies, more than fifty financial institutions, numerous universities, and powerhouse organizations like Disney, Toyota, Northrop Grumman, and NASA. His bestselling books have been translated into more than a dozen languages. He lives in Chevy Chase, Maryland. For more information, visit www.jolles.com.