Why Your Clients Don’t Need IT Training [Bingo]
Corjan Bast / 18 November 2016
Which reasons do clients give when they say
No to IT training? That’s a question we wanted to have an answer to. See, we ensure our training partners have access to courseware and exams. But if our partners are not able to convince their clients they need training, there’s no point in having courseware at all. So why do our partner’s clients say no?
To answer this question, we asked our training partners, instructors and consultants about which rejections they often hear. We received a lot of helpful responses. After going through all of them, we identified 24 frequently used rejections.
Here they are, in no order of importance.
- Our people don’t need training
- We’re too busy for IT training right now
- We don’t see the ROI
- There’s no budget budget
- We have other priorities
- It’s not strategic
- We already work with another supplier
- Someone’s cheaper
- Too much downtime
- We tried that, and nothing here changed
- The courses offered don’t meet our needs
- We do all of our training internally
- I expect my staff knows their stuff.
- We already trained everybody
- My folks use self study
- We have a tied contract with our home supplier
- Technology will solve it
- We have a tool for that
- We have our own L&D department
- Interesting, but not for our department
- There so much free online stuff
- Our people teach each other
- That takes too much time
- Our employees don’t want training
Practice Makes Perfect
Having been on a few sales training courses myself, I know first hand how important it is to practice having a response to these 24 rejections.
Positioning (or selling) a product or service becomes a lot easier if you know what people are going to say because you can have a response ready. When was the last time you received a call from a sales person wanting you to switch to another utility provider / cable company / mobile operator? Usually it’s all scripted and although I personally don’t like it, if you do it well, it will work in you favor.
To help you overcome the rejections, we’ve listed them on sheet you can print out, below.
Share the bingo sheet with your colleagues. It’s fun to challenge them to think about how to position IT training. You can initiate an engaging role-play with your sales teams and use the sheet to guide you in evaluating the roadblocks to training. Or, simply review it to see which ones you recognize. Have any other rejections we haven’t listed, let us know.
If you cannot create a compelling answer to overcome these rejections, you have a problem you need to fix. Either change what it is you offer, or start fishing in a different pond (here’s a white paper we developed about 10 missed opportunities by training providers) but I’m pretty sure that if you think long and hard, you will come up with response for each of the 24 rejections.