First, arouse the sensibility and tell stories.
Think back, pharmaceutical training, the best class you have ever attended, and the most unforgettable speech. What moved you?
The research of brain science found that the most impressive conversation content is usually the emotional part, which is what we often say: "Listen with emotion" and "sound and sound are full". In my training career of more than ten years, I found that many teachers are very popular with students without special teaching skills, and these teachers are all masters of telling case stories without exception! Why can you tell a good case story so touching and impressive? Because case stories are usually close to work, they can give us a sense of picture. People, dialogues, scenes, conflicts, etc. Restore the scene in a three-dimensional way. The listener not only heard the specific ways of doing things, but also unconsciously established a new attitude.
In the training of pharmacy clerks, we will talk about sales methods and skills by telling specific sales cases, and everyone will feel that there are many dry goods and the harvest is full. How to organize case stories is explained in detail in the previous Refinement of Organizational Experience.
Second, the development logic opens the topic
A good beginning is half the battle. There are two "small routines" that can start the topic and stimulate training interest:
1, which leads to a routine topic of "scenario-conflict-question-answer", referred to as SCQ-A, for example:
Scene s; When we want to introduce a course, change a new topic, or at the beginning of each training unit, we often use the routine, "Next, let's enter." "Then." , "Below." , "because. So. "
Conflict C: At this time, telling a straightforward story can easily make students feel indifferent. Too long-winded stories or descriptions will make students feel unintelligible.
Question q; How to start an attractive topic?
A: Teachers with teaching experience usually say, "I found it in a store the other day." This is called "entry technology" in pyramid thinking tools, and we call it "SCQ-A" opening.
This is a routine of topic opening, which can be used in teaching, meeting and conversation.
Scenarios, conflicts and problems sometimes appear together. For example, "patients don't know what they want and have no more professional knowledge. How can they recommend drugs that satisfy patients? " "We must not only achieve the company's performance indicators, but also be responsible for the safety of patients' medication. Many times, the financial conditions of patients are still very difficult. How should we balance these relationships? " "Shop assistants have no training, their skills are not improved quickly, too much training delays working hours, and training funds are insufficient. How to do a good job in training under the premise of limited time and funds? "
This routine is in line with people's innate cognitive process. Listen first and then watch, then find the change of conflict, raise a little doubt in your heart, and finally find a solution. After this topic is opened, the students will listen to your answer (that is, the training content) with great expectation.
2. Introduce the course content and the routines to stimulate learning motivation: What to talk about+What are the benefits?
It should be noted that you must use the scene language, that is, speak in combination with the work scene. For example:
In this study, we will combine the relevant speech skills commonly used by partners in drug promotion at work, so that when we arrive at the store, we can easily complete the publicity task by saying a few more words.
Recommend appropriate drugs and auxiliary supplies to patients more reasonably in daily patient consultation, make drugs more effective, increase patients' trust in our brand, and come again next time;
Let's master five related speech routines, which can draw inferences from others, enhance the skills of meeting patients' needs, and communicate with patients more smoothly, especially middle-aged and elderly people and people with hearing impairment.
Third, use skills to talk lively.
This paragraph introduces three tips, and everyone thinks about how to use them in combination with their own training work.
Prepare the content from the perspective of the audience. This is probably the idea that most people who do training often hear. How to do it specifically? Many books and courses do not give specific methods and operational routines. Here are two ways to share:
A, the preparation stage before class, how to plan out the content that everyone is interested in?
Find a blank piece of paper, take a pen, and write a sentence on the paper first: "If I am a student, what do I want to hear most?" ? Then quickly write down the "little bubbles" that flashed through your mind, or ask yourself this question while pacing. After writing, tidy it up again, and you will soon have ideas.
B, use questions to quickly collect everyone's doubts about this study in class, and then write these questions on big white paper and post them in the classroom. Whenever what you want to say is related to some of these problems, you can use your questions and SCQA skills to lead to the topic, thus improving your interest in learning.
There are many terms about conceptual medical knowledge expressed by metaphor. To facilitate understanding, many experienced trainers will use metaphors:
What is the function of vascular stent? Human blood vessels are like soft hoses. When blood is thick, it's like something is stuck in it. Slowly, the blood vessels are blocked. The role of the stent is like making a steel stent in a blood vessel, which makes the blood vessel seem to be elastic, no longer deflated, and the blood flow is smooth.
There are many similar methods, so I won't list them one by one. When people accept a new concept, they always try to match the existing knowledge system. Just like you want to decorate a new piece of furniture for your home, you must coordinate with the original furniture in color and style to look good, and the same is true for new knowledge. If combined with the original knowledge, it is convenient to understand and remember.
Describe things vividly from different perspectives to promote understanding. The usual skill is to change different perspectives to express the ideas of the parties. For example:
After the May Day promotion, the company should organize all departments to go for an outing, relax and do group building. How to arrange vehicles so that employees in different regions can feel the care of the company? Where to set the meeting place is the key. People near the scenic spot usually think, can I get on the bus halfway? So you don't have to get up early to go to the company. The dispatching department will think, will this detour delay time and increase uncertainty? People will think that you are treating everyone equally by arranging a company party. After all, specialization is not easy to manage. What would you think if you were the department that organized this activity?
Describe the thoughts and actions of different parties around one thing, so that everyone can see more differences and understand the problem more easily.
Fourth, practice everywhere and become a master.
As for how to practice teaching skills, the author designed four-week exercises for everyone. As long as you do it, you can easily master the language skills you speak today in less than an hour a week. I often set myself a training topic to improve a certain ability, and then in just one month and four weeks, I can improve this ability by 70%. Although I can't be a top player, I can at least surpass the average person in this respect.
Are you ready? Find 2~4 friends to meet and practice every week!
Tell stories and practice details in the first week.
Objective: To exercise the ability of observation, memory and reporting. For many friends who especially like to observe details, they should put forward higher practice requirements.
Task: Observe three conversations between two or three people, and then report. When reporting, you should describe the interlocutor's expression, language, body movements and other details. Sharing time 10 minute. Practice three times this week for a total of half an hour.
In the second week, you must be logical.
Objective: To train the ability of language organization, express what you see, hear and think logically, and attract the attention of the audience.
Task: By default, most of my partners will send emails for work exchange, or use WeChat to report their work in the group. This week, we will use SCQ-A structure to write the beginning of three emails, and try to use the structure of "what to do+the benefits this can bring to the other party" in emails. Make your expression more infectious. Many people need to grasp the key points when they speak. The key is to make it clear at the beginning of the topic.
The third week makes the speech more infectious.
Objective: Please use some skills to increase the persuasiveness and appeal of the language.
Task: You need to make three public speeches this week, either in the department meeting, in the training class or when reporting to the leader. For example, you can use the first skill mentioned above to think about what the leader needs to hear before reporting to the leader, and then use the second skill to explain some technical terms to the leader.
Resume in the fourth week
Learning without thinking is useless. After practicing for three weeks, if you don't reflect, your achievements may be in vain. This week's task is to review the three-week practice, share the good aspects with the partners in the same group, and use the learned methods when sharing.