Study Guide
Before you start any of the modules, please read our guide to studying below – it is also available as a free download on the Buy Courses section
There are many accepted theories regarding learning – but we would like you to think about the SQ3R system when using these modules:
SQ3R stands for Survey, Question, Read, Recite, Review.
Survey- get an overall picture of what you are going to learn before you begin – study the topics that the module covers, as outlined on the Intro page.
Question – ask yourself questions as you read through the module. These questions will help you to make sense of the content. There may be questions that the module raises in your mind, which you can concentrate on finding the answers for from within your own company, your friends and colleagues, or through further reading and research.
Read - reading is NOT simply running your eyes over each frame. When you read, read actively. Read to answer questions you have asked yourself or questions the module content asks of you. Be alert to bold or italicized print, as that signifies a special emphasis. Also as you read, be sure to read everything, including content in tables and call out boxes.
Recite - stop reading periodically to recall what you have read and recite it out loud. Try to recall main headings and important ideas or concepts. Try and develop an overall concept of what you have read in your own words and thoughts. Try to connect things you have just read to things you already know, and to real life clients and events. If you do this periodically as you study, the chances are you will remember much more of the content.
Review - a review is a survey of what you have covered. It is a review of what you have learnt, and then a way of using it to plan some actions using this new knowledge. Rereading is an important part of the review process. Reread with the idea that you are measuring what you have gained from the process of studying. During the review, it's a good time to go over notes you have taken to help clarify points you may have missed or don't understand.
Give your company a fighting chance – train your people to get it right first time.
Poorly trained sales staff can cause issues in a number of ways:
- At best, they will simply miss what are obvious sales opportunities
- At worst, they can make such a mess of a prospect that they can ruin that contact for the future
- En route they can give your company a poor reputation
- Over promise, and leave you failing to deliver something that could never have been achieved
- Sell work too cheaply, causing you to lose money
- Fail to negotiate well, keeping the company interests in mind
- Miss crucial parts of the customer brief, thereby losing the order by failing to understand the requirements
