Do your clients expect you to create training on demand? By changing how you talk to them, you can steer them away from an information dump and help them solve the real problem. Here's a quick slideshow with ideas for things you could say -- and not say.

1. They need training.
Please turn this
information into
a course.
Are you
DOOMED?
really?
No! Try this.
No! Try this.

2. PARTNERFROMTHESTART.COM
THERE IS NO COURSE.
THERE IS ONLY A
PROBLEM.
WHAT TO SAY

3. PARTNERFROMTHESTART.COM
WHEN THE CLIENT SAYS THIS RESPOND WITH THIS
“I need a course on X.”
DON’T AGREE (BUT DON’T DISAGREE)
What could you say?

4. PARTNERFROMTHESTART.COM
WHEN THE CLIENT SAYS THIS RESPOND WITH THIS
“I need a course on X.” “I’m happy to help....
DON’T AGREE (BUT DON’T DISAGREE)

5. PARTNERFROMTHESTART.COM
WHEN THE CLIENT SAYS THIS RESPOND WITH THIS
“I need a course on X.” “I’m happy to help. What kinds of problems
have you been having with X?”
DON’T AGREE (BUT DON’T DISAGREE)

6. PARTNERFROMTHESTART.COM
WHEN THE CLIENT SAYS THIS RESPOND WITH THIS
“I need a course on X.” “I’m happy to help. What kinds of problems
have you been having with X?”
“People are doing Y and Z, which
is wrong. Here’s the content for
the course.”
DON’T AGREE (BUT DON’T DISAGREE)
What could you say?

7. PARTNERFROMTHESTART.COM
WHEN THE CLIENT SAYS THIS RESPOND WITH THIS
“I need a course on X.” “I’m happy to help. What kinds of problems
have you been having with X?”
“People are doing Y and Z, which
is wrong. Here’s the content for
the course.”
“Thank you. This will help me understand the
issues you’re seeing....
DON’T AGREE (BUT DON’T DISAGREE)

8. PARTNERFROMTHESTART.COM
WHEN THE CLIENT SAYS THIS RESPOND WITH THIS
“I need a course on X.” “I’m happy to help. What kinds of problems
have you been having with X?”
“People are doing Y and Z, which
is wrong. Here’s the content for
the course.”
“Thank you. This will help me understand the
issues you’re seeing. So, the main problem is
that people are doing Y and Z? Why are they
doing that?”
DON’T AGREE (BUT DON’T DISAGREE)

9. PARTNERFROMTHESTART.COM
WHEN THE CLIENT SAYS THIS RESPOND WITH THIS
“I need a course on X.” “I’m happy to help. What kinds of problems
have you been having with X?”
“People are doing Y and Z, which
is wrong. Here’s the content for
the course.”
“Thank you. This will help me understand the
issues you’re seeing. So, the main problem is
that people are doing Y and Z? Why are they
doing that?”
“Some of them don’t know any
better. Others know but don’t
care, so they need a course with
motivational parts. I think it
should have Feature A.”
DON’T AGREE (BUT DON’T DISAGREE)
What could you say?

10. PARTNERFROMTHESTART.COM
WHEN THE CLIENT SAYS THIS RESPOND WITH THIS
“I need a course on X.” “I’m happy to help. What kinds of problems
have you been having with X?”
“People are doing Y and Z, which
is wrong. Here’s the content for
the course.”
“Thank you. This will help me understand the
issues you’re seeing. So, the main problem is
that people are doing Y and Z? Why are they
doing that?”
“Some of them don’t know any
better. Others know but don’t
care, so they need a course with
motivational parts. I think it
should have Feature A.”
Feature A is certainly something we can
consider....
DON’T AGREE (BUT DON’T DISAGREE)

11. PARTNERFROMTHESTART.COM
WHEN THE CLIENT SAYS THIS RESPOND WITH THIS
“I need a course on X.” “I’m happy to help. What kinds of problems
have you been having with X?”
“People are doing Y and Z, which
is wrong. Here’s the content for
the course.”
“Thank you. This will help me understand the
issues you’re seeing. So, the main problem is
that people are doing Y and Z? Why are they
doing that?”
“Some of them don’t know any
better. Others know but don’t
care, so they need a course with
motivational parts. I think it
should have Feature A.”
Feature A is certainly something we can
consider. First, I need to make sure I
understand the problem you’re seeing...
DON’T AGREE (BUT DON’T DISAGREE)

12. PARTNERFROMTHESTART.COM
WHEN THE CLIENT SAYS THIS RESPOND WITH THIS
“I need a course on X.” “I’m happy to help. What kinds of problems
have you been having with X?”
“People are doing Y and Z, which
is wrong. Here’s the content for
the course.”
“Thank you. This will help me understand the
issues you’re seeing. So, the main problem is
that people are doing Y and Z? Why are they
doing that?”
“Some of them don’t know any
better. Others know but don’t
care, so they need a course with
motivational parts. I think it
should have Feature A.”
Feature A is certainly something we can
consider. First, I need to make sure I
understand the problem you’re seeing...
THERE IS NO COURSE.
THERE IS ONLY A PROBLEM.

13. PARTNERFROMTHESTART.COM
course
content
DO NOT SPEAK
THE FORBIDDEN WORDS.
training
assessment
LMS
slides
workshop

14. PARTNERFROMTHESTART.COM
I’ve created several
courses on that topic.
DO NOT SPEAK
THE FORBIDDEN WORDS.
We have the perfect
tool for this.
It sounds like a
webinar would be
a good solution.

15. PARTNERFROMTHESTART.COM
DO NOT SPEAK
THE FORBIDDEN WORDS.
You need to learn more
about the problem.

16. You’re on track to
solve the real problem and
avoid an information dump.
Your next step:
PartnerFromTheStart.com