A facilitator teaches the Skills incrementally over a period of 12 hours. You use a Participant's Handbook, Programmed Instruction, Interactive video and Structured role plays to learn, practice and internalize the skills. Class size is limited to 8 participants because of the interactive training design.
The CAPS™ Skills Workshop has an Incremental Learning Design.
This means attendees learn a new skill while practicing others so their knowledge and ability to use each skill grows through practice and repetition.
The first skill attendees learn to adopt is Probing... using questions to communicate. Then, they learn about Closing and will continue to practice the Probing skills throughout the time they are learning about Closing.
The skills of Probing and Closing are introduced first, so that more time and opportunities are available for practice of these essential skills. All of the CAPS™ Skills are introduced in this manner and are demonstrated correctly whenever they would occur in an actual conversation.
This process allows attendees to see and hear examples of the Supporting, Proving, Transitions and Overcoming Objections Skills before, during and after they are introduced as a separate Unit of Training. When a new Skill is introduced, attendees benefit because they are already familiar with some of the ways the Skills are used. This allows them to respond to questions and assignments as soon as they begin working with the Skills.
A Variety of Training Tools are Used
Handbook: Contains introductions to CAPS™ Ethical Persuasion Skills and several units of programmed instruction. Attendees are directed to read short segments and complete the programmed instructions at various intervals throughout the program. Attendees benefit because an explanation of the Skill Models enables them to measure their understanding of how they work, before engaging in the interactive Video assignments.
Interactive Video Role Plays: There are approximately 200 opportunities for workshop attendees to respond in the role of the Advisor during the workshop. The first role play includes both Probing and Closing skills. Then the Supporting Skill is introduced, and the previously learned skills will continue to be practiced as the rest of the Skills are added.
Product and Proof Sources: In each session attendees will be selling insurance products. These products are used because almost all financial advisors are familiar with insurance. These products also require the Advisor to use Ethical Persuasion Skills to encourage prospects to buy.
Structured Role Plays: Some sessions conclude with Role play situations. Attendees practice the skills in the simulated environment of a client conversation. They benefit from this practice and repetition. The “What If?” role play is based on the participant’s actual experience.
CAPS™ Skills are provided to classes of eight in a 1 ½ day workshop format. Eight weeks of follow-up group coaching and online skill reviews are included. This is a culture influencing experience that transforms attendees and for that reason we recommend all advisors in a particular region, or office, and their managers take part in the program.
Eight weeks of follow-up group coaching and online skill reviews are included. This is a culture influencing experience that transforms attendees and for that reason we recommend all advisors in a particular region, or office, and their managers take part in the program.
