word
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LOT
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IT
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sp
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ER
YOU
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sp
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DON'T
YOU
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OF
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OF
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SO
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sp
I
sp
THINK
THAT'S
THE
MOST
sp
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IN
TRAINING
sp
IS
sp
ASKING
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AND
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YOU
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ABOUT
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TIME'S
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YOU
sp
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sp
ANSWER
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QUESTIONS
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ASK
sp
THE
sp
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WHAT'S
GON
NA
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sp
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sp
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OF
sp
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sp
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ABOUT
sp
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TO
sp
THE
sp
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sp
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sp
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OTHER
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WE
sp
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AT
sp
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THE
sp
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'S
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YOU
DO
WITH
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sp
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sp
YOU
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sp
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HERE
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DO
sp
THAT
IT'S
sp
ANOTHER
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OF
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OR
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sp
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WE
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WE
sp
ASK
A
QUESTION
sp
TO
THE
TRAINER
sp
YOU'RE
ASKING
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QUESTIONS
TO
HIM
AND
THEY
KEEP
ANSWERING
THEM
WHAT
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IT
MEAN
sp
WE
CAN
DO
AS
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TRAINEES
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OFF
{OOV}
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sp
THERE
WITH
A
ROW
OF
PEOPLE
{OOV}
WHAT
WOULD
HAPPEN
sp
THEN
{OOV}
IF
sp
THAT
HAPPENED
{OOV}
YOU
KNOW
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MINUTE
MONOLOGUE
sp
WE
ALL
KNEW
THE
ANSWER
{OOV}
SO
sp
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IDEA
sp
FOR
sp
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FROM
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GROUP
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sp
AT
sp
THE
GROUP
sp
SO
ASK
sp
ME
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TO
TRAIN
{OOV}
HOW
sp
COULD
YOU
USE
sp
A
{OOV}
MM
I
DU
N
NO
HOW
OFTEN
DO
YOU
THINK
WE
SHOULD
USE
{OOV}
sp
TRAINING
SESSION
{OOV}
NEEDS
YEAH
WHAT
sp
WOULD
sp
YOU
USE
sp
IT
sp
ON
sp
IT
DEPENDS
sp
ON
sp
THE
sp
SITUATION
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sp
YOU'RE
sp
RIGHT
sp
YEAH
sp
I
sp
SUSPECT
WHAT
WOULD
YOU
DO
{OOV}
IT'S
sp
ALL
ABOUT
TECHNICAL
STUFF
sp
I
MEAN
A
sp
LOT
OF
YOU
DO
TECHNICAL
sp
TRAINING
sp
ERM
YOU
KNOW
PEOPLE
sp
KNOW
sp
THE
ANSWERS
{OOV}
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OR
THEY'VE
GOT
AN
IDEA
sp
{OOV}
MATERIAL
{OOV}
OF
sp
YOUR
OWN
EXPERIENCE
YOU
KNOW
A
LOT
MORE
sp
THAN
sp
THEY
DO
sp
BUT
IT'S
sp
GOOD
TECHNIQUE
TO
THROW
IT
BACK
sp
TO
THE
GROUP
sp
ALRIGHT
sp
WHEN
sp
YOU
sp
GET
sp
A
sp
QUESTION
VERY
USEFUL
TECHNIQUE
FOR
HANDLING
ER
PEOPLE
sp
ARE
TRYING
TO
CATCH
YOU
OUT
sp
YOU
GET
{OOV}
YOU
DO
THAT
TO
sp
PEOPLE
YOURSELF
{OOV}
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{OOV}
THE
EASIEST
WAY
TO
DO
IT
sp
IS
{OOV}
GROUP
sp
AND
sp
IF
THEY
DON'T
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sp
THE
ANSWER
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SUCH
A
PRATT
DO
sp
YOU
sp
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YOU
{OOV}
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IS
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sp
THAT
PEOPLE
sp
DON'T
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sp
YOU
DON'T
sp
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{OOV}
I
THINK
YOU'RE
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sp
IT'S
sp
THE
sp
PEOPLE
sp
RESPECT
YOU
MORE
IF
YOU
SAY
sp
I'M
SORRY
I
DON'T
KNOW
THE
ANSWER
sp
I'LL
sp
FIND
OUT
FOR
YOU
AND
THEN
YOU
SAY
TELL
sp
YOU
WHAT
JOHN
CAN
YOU
WRITE
THAT
UP
ON
THAT
ISSUES
FORM
sp
PAD
OR
sp
YOU
KNOW
ANOTHER
BIT
OF
sp
FLIPCHART
PAPER
WE'LL
COME
sp
BACK
sp
TO
sp
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sp
YEAH
WHAT
sp
YOU
sp
GOT
TA
sp
DO
THOUGH
AT
SOME
STAGE
OR
sp
OTHER
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{OOV}
sp
{OOV}
ANOTHER
GROUP
THE
GROUP
YEAH
ALRIGHT
OKAY
NOW
I
SUSPECT
sp
THAT
WHEN
YOU
DO
YOUR
ROLE
IN
PLACE
THERE
WON'T
sp
BE
MANY
QUESTIONS
FOR
THE
GROUP
ALRIGHT
YOU'LL
sp
BE
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THERE
SAYING
TO
ME
{OOV}
{LG}
ER
CERTAINLY
NOT
sp
TODAY
ANYWAY
BUT
TOMORROW
YOU
MIGHT
FIND
THAT
ERM
{OOV}
WE'LL
ASK
YOU
QUESTIONS
sp
PURELY
sp
BECAUSE
YOU
KNOW
sp
THAT
sp
YOU
sp
KNOW
YEAH
YOU
KNOW
IT'S
sp
GOOD
sp
TO
SEE
HOW
YOU
GET
ON
sp
WITH
IT
sp
ETCETERA
YEAH
DO
YOU
sp
TELL
sp
PEOPLE
sp
WHEN
sp
YOU
sp
{OOV}
QUESTIONS
sp
{OOV}
LIKE
sp
{OOV}
WELL
WHAT
DO
YOU
THINK
sp
WE
SHOULD
DO
{OOV}
WHAT
sp
I
KNOW
THAT
sp
ANOTHER
sp
USE
sp
YOU
sp
SEE
OF
DEFECTIVE
DEFLECTING
sp
THE
sp
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sp
I'M
sp
SORRY
THAT
WAS
sp
VERY
sp
UNFAIR
sp
DO
YOU
FORGIVE
sp
ME
YES
GOOD
QUESTION
WELL
sp
WHAT
DO
THE
OTHERS
THINK
I
MEAN
YEAH
IT'S
A
SORT
OF
WHEN
SHOULD
YOU
LET
TRAINEES
sp
ANSWER
sp
YOUR
sp
QUESTIONS
IT
sp
DEPENDS
ON
THE
QUESTION
{OOV}
RIGHT
TO
THE
END
{OOV}
RELEVANT
AS
YOU
GO
ALONG
I
KNOW
IT'S
EARLY
sp
IN
THE
MORNING
STILL
LIKE
WONDERWOMAN
NOW
IN
HER
sp
GET
sp
UP
sp
DON'T
WORRY
sp
THAT
sp
BRIDGE
sp
HAS
FALLEN
DOWN
{OOV}
OKAY
ERM
IT
DEPENDS
ON
THE
SESSION
THINK
ABOUT
TRAINING
sp
THOUGH
IF
SOMEBODY'S
GOT
A
QUESTION
TO
sp
ASK
WHAT
sp
WILL
sp
ABOUT
SORT
OF
SOMETHING
VERY
EARLY
sp
ON
sp
AND
sp
THEY
sp
DON'T
sp
GET
THE
OPPORTUNITY
sp
TO
sp
ANSWER
sp
YOU
WHAT
MIGHT
HAPPEN
{OOV}
YEAH
sp
DOES
THAT
MAKE
SENSE
SO
REALLY
sp
IT
WOULD
sp
BE
I
SUSPECT
{OOV}
THE
sp
ANSWER
TO
YOUR
sp
QUESTION
sp
YOU
sp
DON'T
WANT
sp
TO
KEEP
SAYING
sp
ANY
sp
QUESTIONS
sp
BUT
sp
PERHAPS
{OOV}
WHAT'S
sp
THE
ANSWER
{OOV}
QUESTIONS
sp
WHAT
{OOV}
THAT'S
sp
RIGHT
sp
SO
sp
WHERE
MIGHT
YOU
SAY
sp
{OOV}
OKAY
LOOK
sp
ER
{OOV}
WHAT
sp
I'D
sp
LIKE
TO
DO
sp
IS
ASK
QUESTIONS
sp
IF
sp
YOU'VE
GOT
A
QUESTION
sp
SHOUT
sp
SHOUT
sp
OUT
{OOV}
TO
START
YOU
ON
AND
sp
THAT
{OOV}
START
UP
sp
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{OOV}
COS
sp
IT
sp
SO
OFTEN
HAPPENS
{OOV}
YEAH
sp
BOP
sp
BOP
sp
BOP
BOP
BOP
AND
SOMEBODY
IS
STILL
{OOV}
sp
BASICALLY
sp
LOOKING
sp
FOR
THEIR
sp
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sp
WHILE
ALL
sp
THE
REST
sp
ARE
UP
sp
THE
sp
HALF
WAY
UP
THE
MOUNTAIN
{OOV}
DANGER
sp
OF
SORT
sp
OF
sp
LIKE
IF
YOU'VE
GOT
sp
TA
{OOV}
TIME
LIKE
sp
YEAH
sp
SORT
OF
sp
THING
{OOV}
SOMEBODY
ELSE
{OOV}
QUESTIONS
{OOV}
TEN
MINUTES
BRILLIANT
sp
COMPLETELY
LOST
sp
IT
sp
HAVEN'T
sp
YOU
YEAH
sp
BRILLIANT
THAT'S
sp
A
sp
THAT'S
A
sp
GOOD
sp
TECHNIQUE
sp
TO
TAKE
ON
{OOV}
BRIBE
sp
ONE
sp
OF
sp
YOUR
COLLEAGUES
TO
ANSWER
THE
sp
QUESTIONS
{OOV}
AT
LEAST
TEN
sp
MINUTES
ER
sp
TOTALLY
UNRELATED
sp
YEAH
NOW
sp
THERE'S
sp
ANOTHER
sp
THING
sp
QUESTIONS
{OOV}
WHAT
I'M
SAYING
sp
IS
sp
THAT'S
sp
SOMETHING
sp
TO
TAKE
AWAY
sp
WITH
sp
YOU
sp
OR
PERHAPS
YOU
WON'T
GET
sp
THE
CHANCE
ER
TRY
NOW
ER
{OOV}
CERTAINLY
YOU
SHOULD
sp
ENCOURAGE
PEOPLE
sp
TO
ANSWER
sp
QUESTIONS
sp
MOST
PEOPLE
sp
THINK
sp
THAT
sp
THEY'RE
sp
BEING
sp
STUPID
IF
THEY
HAVE
TO
ASK
A
sp
QUESTION
sp
THEY
sp
THINK
THAT
sp
EVERYONE
ELSE
ISN'T
PROBABLY
THINKING
THE
SAME
THING
CHANCES
ARE
THEY
ARE
I
THINK
YOU
OWE
IT
TO
YOUR
TRAINER
TO
LET
THEM
KNOW
SO
BUILDING
{OOV}
NEW
INTRODUCTIONS
sp
{OOV}
ASK
sp
QUESTIONS
BY
DEFINITION
{OOV}
BUILD
IN
I
sp
WOULD
SUGGEST
sp
THAT
sp
YOU
sp
BUILD
IN
A
sp
FEW
NICE
sp
EASY
sp
OPEN
QUESTIONS
AT
THE
BEGINNING
OF
THE
SESSION
sp
YOU
KNOW
LIKE
YOU
sp
MIGHT
BE
DOING
SOME
TECHNICAL
TRAINING
THEY
SAY
WHAT'S
{OOV}
{OOV}
ER
ANYONE
KNOW
WHAT
MOTOR
INSURANCE
sp
IS
sp
YEAH
IF
YOU'RE
sp
RUNNING
A
sp
TRAINING
SESSION
ON
sp
MOTOR
INSURANCE
WHAT
sp
MIGHT
BE
A
NICE
EASY
QUESTION
sp
TO
sp
BEGIN
TO
ENCOURAGE
sp
PEOPLE
sp
TO
PARTICIPATE
sp
RIGHT
{OOV}
OKAY
sp
LET'S
EXPAND
THAT
YEAH
sp
THINK
ABOUT
THE
BEGINNING
sp
OF
sp
THE
sp
TRAINING
SESSION
sp
WHERE
YOU
WANT
TO
INVOLVE
sp
THEM
ARE
WE
sp
ALL
sp
DRIVERS
sp
HERE
OR
HOW
sp
MANY
OF
sp
YOU
ARE
DRIVERS
TWO
sp
OF
sp
YOU
sp
HELLO
sp
EARTH
sp
CALLING
MOON
BASE
ONE
TO
EIGHT
HOW
MANY
sp
OF
sp
YOU
ARE
DRIVERS
sp
HURRAH
sp
WHAT'S
OUR
NEXT
QUESTION
HAVE
YOU
GOT
MOTOR
INSURANCE
{LG}
sp
{OOV}
{OOV}
CAR
{OOV}
WHAT
ER
WHAT
COULD
WE
ASK
sp
THEN
APART
FROM
sp
HAVE
sp
YOU
GOT
sp
NO
NO
NO
sp
NO
NO
COS
sp
THAT
MIGHT
{OOV}
sp
UNDER
sp
PRESSURE
HEY
YEAH
WELL
THAT
{OOV}
TRAINING
SESSION
NOW
{OOV}
{OOV}
WHAT
sp
SORT
OF
COVER
HAVE
YOU
GOT
{OOV}
WHAT
SORT
OF
sp
WHAT
SORT
OF
COVER
sp
HAVE
YOU
GOT
sp
WHAT
sp
DOES
THAT
TELL
sp
YOU
sp
AS
A
sp
TRAINER
sp
{OOV}
WHAT
SORT
OF
COVER
sp
AVAILABLE
YEAH
sp
SO
sp
GIVE
YOU
sp
SOME
KNOWLEDGE
ABOUT
THE
sp
LEVEL
OF
YOUR
GROUP
WOULDN'T
IT
sp
AND
sp
WHAT
sp
DOES
IT
GIVE
{OOV}
CHANCE
TO
sp
DO
YEAH
IT
GIVES
YOU
SOMETHING
NICE
AND
EASY
TO
TELL
sp
YOU
ABOUT
COS
WE'VE
ALL
GOT
sp
{OOV}
WE
ALL
ROUGHLY
sp
KNOW
sp
WHAT
sp
SORT
OF
COVER
WE'VE
sp
GOT
sp
WE
sp
CAN
BUILD
sp
UP
FROM
sp
THERE
{OOV}
SOME
sp
OF
THE
sp
ER
SOME
sp
OF
sp
THE
sp
ER
sp
EXCLUSIONS
sp
OR
sp
SOMETHING
sp
{OOV}
YEAH
sp
SOMETHING
sp
LIKE
sp
THAT
sp
YOU
sp
CAN
DEVELOP
sp
IT
sp
FROM
THAT
sp
YEAH
sp
SEE
sp
WHAT
I'M
SAYING
IS
ASK
A
NICE
OPEN
QUESTION
AN
EASY
ONE
AT
THE
sp
BEGINNING
THAT
YOU
KNOW
MOST
sp
PEOPLE
ARE
BOUND
TO
UNDERSTAND
YOU
GET
A
LOT
OF
PARTICIPATION
{OOV}
AND
THEN
START
BUILDING
IT
UP
{OOV}
WE
WILL
DEVELOP
QUESTIONING
TECHNIQUES
AS
WE
GO
THROUGH
YOUR
TRAINING
SESSIONS
I
THINK
IT'S
MORE
{OOV}
WHEN
WE
ACTUALLY
SEE
PEOPLE
DOING
IT
BUT
IT'S
ALL
IT'S
A
NICE
IDEA
TO
GIVE
YOU
sp
A
LITTLE
BIT
OF
BASIC
JUST
TO
THINK
ABOUT
AND
AGAIN
sp
WE
WON'T
BE
EXPECTING
sp
THIS
TO
BE
DEMONSTRATED
TO
sp
THE
{OOV}
ON
sp
THIS
AFTERNOON'S
ROLE
sp
PAGE
sp
YOU
sp
DONE
sp
ALL
YOUR
PREPARATIONS
FOR
THAT
sp
HAVEN'T
sp
YOU
sp
PERHAPS
sp
TOMORROW
sp
SO
sp
YOU'D
LIKE
TO
TAKE
sp
ONE
sp
AND
sp
PASS
sp
IT
ON
TO
ME
MARGARET
SO
WE'VE
LOOKED
AT
ASKING
QUESTION
VISUALS
{OOV}
WE'VE
GOT
INVOLVING
sp
TRAINEES
sp
WHICH
WITH
WHICH
sp
WE
TALKING
ABOUT
INVOLVING
sp
TRAINEES
sp
THINK
ABOUT
THIS
sp
SIDE
OF
sp
IT
ERM
I
SUPPOSE
THIS
IS
sp
ONE
OF
THE
BEST
sp
WAYS
sp
TO
sp
SHOW
TRAINING
sp
SHOULD
BE
sp
CHUNKY
sp
THE
IDEA
sp
IS
sp
THAT
YOU
sp
PUT
IN
YOUR
sp
INPUT
sp
YEAH
sp
YOU
sp
TALKED
sp
AROUND
sp
A
sp
SUBJECT
AND
GIVE
sp
YOU
SOME
sp
GUIDELINES
THEN
sp
WE
sp
GET
A
CHANCE
TO
sp
PRACTISE
sp
THE
sp
PARTICIPATION
sp
SO
IF
sp
YOU
GO
sp
BACK
TO
sp
THE
{OOV}
SORT
OF
WHERE
WE
GAVE
IT
FIVE
OR
SIX
HEADINGS
YEAH
OR
THREE
TO
SIX
HEADINGS
YOU
SHOULD
BE
AIMING
SAY
WELL
I'LL
INPUT
A
BIT
OF
INFORMATION
ON
THAT
SIDE
OF
sp
IT
AND
sp
AT
sp
THE
sp
END
OF
THAT
sp
LITTLE
sp
SECTION
I'LL
sp
BUILD
IN
SOME
sp
PRACTICE
IN
PARTICIPATION
AND
sp
THE
sp
PARTICIPATION
CAN
BE
ANY
OF
THOSE
ONES
YOU'VE
PUT
IN
THERE
ON
sp
THAT
LIST
YOU
GAVE
sp
US
EARLY
ON
ER
sp
PRACTICAL
ALLOCATIONS
sp
BRAINSTORMING
TESTING
ROLE
sp
PLAYING
AND
YOU
sp
GET
EXERCISES
WHATEVER
sp
IT'S
SIMPLY
TO
TEST
sp
COS
IF
THIS
SIDE
OF
THE
GRAPH
sp
IF
THAT
ONE
THERE
IS
KNOWLEDGE
THIS
ONE
HERE
sp
IS
TIME
sp
IF
sp
YOU
sp
WENT
FROM
THERE
TO
sp
THERE
WITHOUT
sp
ANY
PRACTICE
OR
PARTICIPATION
SINCE
WE'VE
ALREADY
SAID
YOU
MIGHT
sp
HAVE
LEFT
HALF
YOUR
AUDIENCE
sp
HERE
{CG}
AND
IN
sp
ACTUAL
FACT
SO
sp
YOUR
PRACTICE
sp
AND
PARTICIPATION
sp
NEEDS
TO
sp
BE
BUILT
IN
YOU
sp
DO
A
sp
LITTLE
sp
BIT
OF
INPUT
WELL
I
sp
SAY
A
LITTLE
sp
BIT
YOU
DO
SOME
sp
INPUT
PRACTICE
sp
AND
sp
PARTICIPATION
sp
THEN
sp
BUILD
sp
ON
THAT
OKAY
LET'S
MOVE
ON
sp
TO
sp
OUR
NEXT
SECTION
BIT
MORE
PRACTICE
AND
sp
PARTICIPATION
sp
INPUT
sp
PRACTICE
sp
AND
PARTICIPATION
WE
USE
sp
VISUALS
sp
GIVE
YOU
sp
SOMETHING
TO
FOCUS
sp
ON
sp
YOU
CAN
SEE
EVERYTHING'S
COME
sp
OUT
NO
WONDER
YOU
sp
{OOV}
LOOK
sp
I
sp
CAN'T
sp
REALLY
{OOV}
sp
THIS
IS
MY
sp
FAVOURITE
SLIDE
OF
THE
WHOLE
COURSE
SOME
CONCENTRATION
{OOV}
WHAT
sp
DO
YOU
RECKON
sp
THE
sp
CONCENTRATION
sp
SPAN
OF
MOST
sp
ADULTS
IS
{OOV}
NINE
sp
NINE
sp
MUCH
LESS
AHA
sp
IT
VARIES
sp
FROM
sp
PERSON
TO
sp
PERSON
sp
OBVIOUSLY
{XX}
{OOV}
NOW
KNOW
THAT
LAURA
IS
{OOV}
TALK
sp
TO
HER
ASK
sp
A
QUESTION
AFTER
sp
NINE
MINUTES
{OOV}
ERM
{OOV}
sp
ABSORBED
sp
TO
KNOWLEDGE
THIS
IS
FOR
A
STRAIGHT
LECTURE
YOU
KNOW
sp
SOMETIMES
sp
PEOPLE
sp
STAND
UP
TO
GIVE
YOU
A
sp
LECTURE
sp
{OOV}
sp
JUST
TALK
sp
AT
sp
YOU
{OOV}
TRAINING
{OOV}
AND
THEY
sp
RECKON
THAT
AFTER
TEN
MINUTES
sp
LOOK
sp
AT
sp
THAT
TERN
SO
sp
AFTER
sp
ABOUT
sp
THIRTY
sp
FIVE
MINUTES
sp
WHAT
ARE
sp
YOU
ACTUALLY
sp
TAKING
sp
IN
{OOV}
sp
ABSOLUTELY
ZILCH
SO
sp
WHY
DO
WE
DO
LECTURES
DOESN'T
MAKE
ANY
SENSE
sp
AT
ALL
sp
DOES
IT
sp
IN
TRAINING
THOUGH
sp
YOU
CAN
STILL
HAVE
sp
THE
sp
SAME
PROBLEM
ERM
sp
YOU
KNOW
PERHAPS
sp
TOWARDS
sp
THE
END
sp
OF
sp
THE
sp
SESSION
sp
YOU'VE
sp
PROBABLY
SEEN
IT
AS
sp
{OOV}
AND
sp
I
I'M
sp
GUILTY
OF
IT
sp
MYSELF
sp
COS
WE'RE
TRYING
TO
sp
RAP
ON
sp
THROUGH
IT
AS
sp
QUICKLY
AS
sp
POSSIBLE
SO
sp
WE
sp
GET
sp
IN
YA
sp
WAY
sp
BY
sp
SIX
sp
O'CLOCK
OR
THAT
SO
sp
WE
BREAK
sp
ALL
sp
THE
sp
RULES
LATE
IN
THE
DAY
YOU
SORT
OF
AND
YOU
AS
WELL
RIGHT
ERM
{OOV}
ALL
THE
RULES
PEOPLE
ARE
TIRED
ETCETERA
sp
SO
THEIR
sp
RATES
OF
{OOV}
AND
KNOWLEDGE
IS
PROBABLY
DOWNHILL
ANYWAY
AND
THEN
WE
TALK
ABOUT
sp
THIRTY
sp
FIVE
MINUTES
JUST
TO
SPEED
sp
UP
MAKE
SURE
WE
TRAIN
THEM
sp
WE'VE
sp
GIVEN
sp
THEM
ALL
THE
INPUT
sp
WHAT
HAPPENS
YOU
TEST
IT
OUT
THE
NEXT
MORNING
ISN'T
IT
INTERESTING
sp
YOU
REMEMBERED
AS
PROOF
OF
sp
THE
sp
PUDDING
sp
WHAT
DID
sp
YOU
sp
REMEMBER
sp
{OOV}
sp
THE
sp
TRAINING
SIDE
sp
IT'S
sp
PRETTY
sp
WELL
sp
THE
OBJECTIVES
sp
WHAT
ABOUT
THE
LAST
{OOV}
WE
DID
YESTERDAY
ACTUALLY
sp
DESIGNERS
AND
TRAINING
sp
IT'S
sp
QUITE
A
IT'S
sp
QUITE
sp
A
sp
STRUGGLE
THAT
sp
HAD
A
LONG
sp
DAY
sp
BEEN
SITTING
HERE
FOR
A
COUPLE
OF
HOURS
I
DU
N
sp
NO
IT
sp
SEEMS
sp
LONGER
AND
sp
THERE
sp
YOU
sp
ARE
AND
sp
YOU'RE
ACTUALLY
STRUGGLING
{OOV}
sp
YOU
GOT
THE
NOTES
sp
THAT'S
PART
OF
TRAINING
sp
AS
sp
WELL
sp
YOU
sp
CAN
REFER
BACK
TO
sp
THAT
YOU
STRUGGLE
SO
THEY
sp
RECKON
THAT
AFTER
ABOUT
TEN
sp
MINUTES
IF
PEOPLE
HAVEN'T
sp
BEEN
sp
INVOLVED
sp
WE
sp
HAVEN'T
sp
THROWN
OUT
A
sp
QUESTION
sp
OR
SOMETHING
sp
LIKE
THAT
sp
PEOPLE
START
THINKING
ABOUT
sp
OTHER
sp
THINGS
AND
THERE'S
sp
BEEN
ACTUALLY
A
BIT
sp
OF
ER
ANALYTICAL
RESEARCH
ON
THIS
sp
THAT
sp
SHOWS
THAT
sp
PEOPLE
THINK
ABOUT
THREE
sp
THINGS
AFTER
ABOUT
TEN
sp
MINUTES
THEY
JUST
SWITCH
sp
OFF
sp
ANY
sp
IDEAS
WHAT
sp
THIS
sp
MIGHT
sp
MEAN
YEAH
THE
ENVIRONMENT
sp
YEAH
{OOV}
COULD
sp
BE
sp
VERY
sp
{OOV}
{OOV}
THEY'RE
sp
HUNGRY
sp
FOOD
sp
YEAH
{OOV}
THAT'S
QUITE
A
FRIGHTENING
THOUGHT
REALLY
sp
WHEN
I'M
UP
sp
FRONT
sp
HERE
I'LL
LEAVE
YOU
WITH
sp
THAT
THOUGHT
I
SHOULD
HAVE
TURNED
THE
sp
TAPE
sp
RECORDER
sp
OFF
sp
FOR
THAT
sp
SHOULDN'T
I
TELL
YOU
YOUR
MIND
DOES
WANDER
DOESN'T
IT
sp
YEAH
I
MEAN
sp
MINE
DOES
sp
BUT
sp
MINE
sp
MINE
DOES
AND
I'M
TRAINING
sp
SO
YOU
KNOW
sp
WHAT
sp
CHANCE
HAVE
sp
YOU
GOT
ALRIGHT
SO
THERE'S
A
COUPLE
OF
IDEAS
FOR
YOU
sp
INCLUDING
ER
sp
GETTING
THE
PARTICIPATION
sp
GOING
sp
BUT
sp
DON'T
GIVE
TOO
sp
MUCH
sp
OF
THE
VERBAL
WHAT
ARE
sp
THE
OTHER
TECHNIQUES
YOU
DO
IF
sp
YOU'VE
DO
A
BIT
OF
{OOV}
I
MEAN
AS
A
SALES
TRAINER
I
TEND
TO
WALK
AROUND
QUITE
sp
A
LOT
sp
AND
{OOV}
TALKS
ABOUT
WHAT
YEAH
BUT
WHAT
DOES
IT
DO
WHAT
sp
DO
sp
YOU
DO
YOU
HAVE
TO
FOCUS
YOU
FOLLOW
ME
ROUND
sp
DON'T
sp
YOU
PEOPLE
YOU
KNOW
sp
YOU
SEE
sp
THEM
{OOV}
HE'S
sp
GON
NA
ASK
ME
A
QUESTION
ALSO
sp
THAT'S
sp
WHAT
THAT'S
THE
TRAINING
STAFF
{OOV}
WE
KNOW
FROM
EXPERIENCE
sp
THAT
OUR
MOVING
TARGETS
sp
ARE
{OOV}
sp
THINK
sp
ABOUT
{OOV}
SO
ANOTHER
THING
WE
SAID
ON
OUR
LIST
OR
YOUR
LIST
sp
WHAT
sp
YOU
PUT
UP
sp
HERE
sp
WAS
sp
VISUALS
sp
VISUALS
ARE
VERY
IMPORTANT
IN
TERMS
OF
sp
INFORMATION
RECALL
I
MODELLED
FOR
THIS
A
sp
COUPLE
OF
sp
YEARS
AGO
sp
WHAT
DOES
sp
THAT
sp
TELL
US
YEAH
THEY
RECKON
THAT
OF
THE
INFORMATION
OUR
sp
SENSES
RECEIVE
SEVENTY
FIVE
sp
PERCENT
OF
IT
IS
RECEIVED
sp
VISUALLY
READING
YEAH
YOU
LOOK
ROUND
AT
PEOPLE
AND
THEN
SOMEBODY
COMES
RUSHING
IN
THROUGH
THE
DOOR
AND
YOU'VE
NEVER
SEEN
THEN
BEFORE
WHAT
DO
YOU
DO
YOU
JUST
WEIGH
UP
AND
TAKE
sp
SO
sp
MUCH
sp
INFORMATION
IN
THROUGH
YOUR
EYES
DON'T
YOU
sp
PERHAPS
THIS
sp
PERSON'S
sp
IN
A
PANIC
OR
THEY
LOOK
sp
ANGRY
sp
YEAH
THIS
sp
SORT
OF
STUFF
DO
IT
sp
VERY
sp
VERY
sp
NATURALLY
SEVENTY
FIVE
PERCENT
IS
TAKEN
IN
sp
THROUGH
THE
EYES
sp
OF
sp
WHICH
sp
WE'RE
sp
GON
sp
NA
RECALL
sp
ABOUT
FIFTY
sp
PERCENT
SO
sp
FIFTY
sp
PERCENT
OF
THAT
sp
SEVENTY
FIVE
PERCENT
sp
YEAH
THROUGH
THE
sp
YEARS
sp
THOUGH
sp
MORE
{OOV}
sp
{XX}
ERM
sp
THROUGH
THE
YEARS
sp
WE
ACTUALLY
sp
ONLY
sp
RECEIVE
THIRTY
PERCENT
sp
OF
OUR
{OOV}
INPUT
I
SUPPOSE
ONE
sp
OF
THE
sp
EXAMPLES
ARE
AND
THEN
sp
WE
ONLY
REMEMBER
TWENTY
PERCENT
sp
OF
THAT
THIRTEEN
PERCENT
{OOV}
AGAIN
THE
DANGER
sp
OF
{OOV}
YOU
KNOW
sp
{OOV}
EVERY
REMEMBERS
sp
THIS
{OOV}
WELL
sp
YOU'VE
sp
SEEN
sp
THIS
sp
BEFORE
{OOV}
sp
YOU
REMEMBER
IT
STRAIGHT
sp
AWAY
ERM
TH
THE
THE
THING
I
THINK
ABOUT
IS
DO
YOU
sp
REMEMBER
THE
GREEN
CROSS
sp
CODE
sp
TUFTY
sp
CLUB
YEAH
THINGS
LIKE
THAT
WHAT
WAS
WHAT
IS
THE
BRE
GREEN
sp
CROSS
CODE
sp
NO
YOU'VE
sp
GOT
TA
BE
A
BIT
MORE
PRECISE
THOUGH
STOP
sp
LOOK
AND
LISTEN
YEAH
sp
GOOD
GOOD
sp
SO
YOU
REMEMBER
WHAT
sp
YOU'RE
sp
SUPPOSED
TO
DO
WHAT
WAS
WHAT
WAS
THE
ACTUAL
LITTLE
RHYME
sp
SOMETHING
LIKE
THAT
sp
YEAH
sp
CAN
YOU
REMEMBER
I
sp
MEAN
WHAT
THEY
SA
WHAT
sp
THE
sp
ACTUAL
STEPS
AS
IT
WERE
WHEN
sp
THE
sp
YOU
sp
KNOW
WHEN
sp
THE
KIDS
{OOV}
STOP
sp
LOOK
sp
AND
LISTEN
WHEN
YOU
DO
sp
YOUR
sp
LOOK
{OOV}
LEFT
sp
AGAIN
{OOV}
CONCENTRATE
{OOV}
YEAH
sp
AND
ALSO
sp
KIDS
sp
TEND
sp
TO
sp
LISTEN
MOST
ACCIDENTS
HAPPEN
AS
sp
KIDS
sp
RUN
sp
OUT
IN
THE
ROAD
WITHOUT
LOOKING
ALRIGHT
sp
BECAUSE
MOST
KIDS
NOWADAYS
sp
ARE
BROUGHT
UP
WITH
CONSTANT
NOISE
OF
TRAFFIC
AND
SO
COVERING
EARS
DOESN'T
MEAN
sp
ANYTHING
DOES
sp
IT
{OOV}
BECAUSE
sp
THEY'RE
GON
NA
GET
sp
THE
INFORMATION
AND
ABSORB
sp
MUCH
sp
MORE
INFORMATION
{OOV}
NONE
OF
IT
NONE
OF
ANY
USE
sp
BUT
sp
SO
{OOV}
DON'T
sp
GET
MUCH
sp
INFORMATION
sp
FROM
{OOV}
THIS
IS
A
sp
VERY
INFORMATIVE
HANDOUT
sp
YOU
KNOW
THAT
SORT
OF
sp
THING
sp
YOU
sp
CAN
{OOV}
RIGHT
{OOV}
A
LITTLE
BIT
ELSE
ABOUT
MAKING
IT
INTERESTING
DON'T
WORRY
ABOUT
YAWNING
IN
MY
COURSES
sp
AT
LEAST
IT
SHOWS
sp
YOU'RE
sp
STILL
ALIVE
CAN
YOU
SHARE
sp
WITH
MARGARET
PLEASE
LITTLE
AGAIN
WE'LL
DEVELOP
THESE
AS
sp
PRACTICES
MORE
THEY'RE
MORE
DYNAMIC
TO
DEVELOP
WHEN
WE
ACTUALLY
WATCH
sp
AND
SEE
YOUR
ROLE
sp
PLAYS
PRESENTATION
TECHNIQUES
A
FEW
THINGS
HERE
THAT
MIGHT
sp
HELP
sp
YOU
sp
IN
TERMS
OF
MAKING
IT
sp
INTERESTING
AS
IT
WERE
AND
THE
ACTUAL
DELIVERY
OF
sp
YOUR
sp
TRAINING
{OOV}
YOUR
POSTURE
KEEP
YOUR
POSTURE
ERECT
BUT
sp
RELAXED
I
DON'T
REALLY
sp
KNOW
sp
WHAT
sp
THAT
MEANS
BUT
sp
ER
{XX}
ER
STAND
UP
WHAT'S
THE
sp
DA
sp
WHAT
WOULD
sp
SHOW
IF
sp
YOU'RE
sp
STANDING
sp
UP
sp
WHAT
sp
WOULD
DEMONSTRATE
THAT
YOU'RE
NOT
RELAXED
sp
LIKE
THIS
sp
NO
I
KNOW
WHAT
YOU'RE
DOING
sp
THAT
MEANS
YOU'RE
RELAXED
{OOV}
WHEN
sp
YOU'RE
ACTUALLY
TRAINING
sp
WHAT
sp
ELSE
sp
THEN
sp
I
{OOV}
RIGHT
MOVEMENT
SIMPLY
NERVOUS
TRAINERS
TEND
sp
TO
STAND
IN
ONE
SPOT
sp
{OOV}
FEET
sp
ROOTED
sp
LIKE
sp
A
TREE
TO
sp
THE
sp
GROUND
MOVE
sp
AROUND
sp
{OOV}
ENGAGING
sp
THE
sp
GROUPS
sp
ARE
MORE
sp
INVOLVED
sp
AGAIN
IT'S
TRUE
THOUGH
ISN'T
IT
PEOPLE
WILL
STAND
THERE
sp
AND
THEY
WILL
CLUTCH
SOMETHING
sp
YOU
sp
SEE
THEIR
KNUCKLES
ARE
WHITE
YOU
KNOW
AND
sp
THESE
sp
SORT
sp
OF
sp
THINGS
sp
ERM
sp
OR
sp
THEY'LL
HAVE
THEIR
NOTES
YOU
KNOW
HERE
AND
LET'S
BE
HONEST
ABOUT
IT
YEAH
I
CAN
REMEMBER
WHEN
I
STARTED
TRAINING
I
THINK
sp
{OOV}
YOU
sp
KNOW
sp
YOU
sp
USED
TO
sp
CLING
TO
YOUR
NOTES
A
THREE
FEET
FLIPCHART
YOU
KNOW
{OOV}
WHAT
CAN'T
YOU
sp
SEE
sp
CAN'T
sp
LET
sp
GO
sp
OF
sp
THIS
sp
ANYWAY
sp
AND
sp
ALL
THIS
sp
SORT
OF
STUFF
sp
SO
IT'S
sp
ALL
ABOUT
GETTING
sp
YOURSELF
PREPARED
sp
AND
sp
KNOWING
sp
WHAT
sp
YOU'RE
sp
GON
NA
SAY
sp
ETCETERA
ETCETERA
DOES
TH
ANYONE
WORRY
ABOUT
USING
sp
NOTES
sp
IT
sp
DOESN'T
MAKE
YOU
sp
FEEL
sp
AS
sp
THOUGH
THE
TRAINERS
KNOW
WHAT
THEY'RE
sp
DOING
sp
DOES
IT
IF
sp
YOU
SEE
THE
TRAINERS
sp
LOOKING
AT
sp
THEIR
NOTES
sp
{OOV}
WHAT
MIGHT
MAKE
sp
A
DIFFERENCE
THOUGH
IN
TERMS
OF
sp
POSTURE
OKAY
SO
ERM
I
THINK
IT'S
sp
ALSO
VERY
IMPORTANT
sp
THAT
WE
sp
LOOK
AT
GESTURES
IMPORTANT
{OOV}
GESTURES
{OOV}
CAN
sp
NOT
BE
ABLE
{OOV}
TOO
OFTEN
{OOV}
AND
THIS
RESTRICTS
{OOV}
COMMUNICATION
WE
USE
GESTURES
FOR
EMPHASISE
NORMAL
CONVERSATION
{OOV}
ABOUT
WHAT
{OOV}
WITH
OUR
HANDS
{OOV}
GESTURE
IN
FRONT
sp
OF
sp
A
GROUP
sp
EXACTLY
AS
sp
IF
YOU
sp
WERE
HAVING
sp
AN
sp
ANIMATED
sp
CONVERSATION
WITH
A
FRIEND
NOTHING
MORE
NOTHING
LESS
DO
YOU
UNDERSTAND
sp
THAT
WHAT
WOULD
THAT
DEMONSTRATE
POSTURE
TERRIBLE
ISN'T
sp
IT
IF
sp
YOU'RE
TALKING
ABOUT
A
SUBJECT
THAT
MEANS
GESTURES
sp
WHAT
SHOULD
YOU
BE
DOING
sp
YES
sp
COURSE
sp
YOU
SHOULD
SHOULDN'T
sp
YOU
sp
SO
WHAT'S
WHAT
SORT
OF
GESTURES
sp
SHOULD
WE
USE
WHEN
WE'RE
UP
FRONT
sp
DON'T
sp
BE
RUDE
{OOV}
GESTURES
sp
BIG
sp
ONES
ENOUGH
TO
{OOV}
YOU
KNOW
YOU
DON'T
WANT
TO
TAKE
OFF
sp
BUT
OPEN
sp
GESTURES
GET
sp
YOUR
HANDS
sp
MOVING
DOESN'T
sp
MATTER
DOES
IT
ER
AGAIN
IT'S
A
SORT
OF
YOU
KNOW
sp
LIKE
sp
THAT
FORM
THAT
FORMAT
{OOV}
DON'T
WORRY
ABOUT
IT
sp
IF
YOU
DO
sp
IT
IT'S
JUST
THAT
sp
SOMETIMES
sp
PEOPLE
WILL
SAY
IT'S
sp
THE
CHANGE
OF
GESTURE
sp
GET
SOME
MOVEMENT
OUT
sp
THERE
{OOV}
WE
HAD
A
YOUNG
A
YOUNG
LADY
WHO
ER
SHE
sp
{OOV}
NAME
{OOV}
AND
sp
SHE'S
UP
FRONT
IN
THE
CABINET
YOU
KNOW
{OOV}
EVERY
sp
OPPORTUNITY
sp
SHE
sp
HAD
sp
SHE
WAS
LOOKING
sp
FOR
{OOV}
ROUND
THE
ROOM
BUT
NOT
sp
SORT
sp
OF
IN
THE
{OOV}
ROUND
THE
sp
OUTSIDE
ALL
THE
TIME
sp
AND
IT'S
sp
JUST
THAT
sp
SHE
WANTED
TO
BE
WITH
A
sp
GROUP
OF
PEOPLE
ALL
THE
TIME
IT
WAS
sp
GREAT
IT
WAS
{OOV}
YOU
KNOW
sp
SO
SO
WHEN
TRAINING
ROOMS
sp
ARE
sp
SET
UP
WE
USED
TO
SIT
sp
HERE
sp
BEHIND
sp
THIS
BARRIER
AS
IT
WERE
THERE'S
YOU
THERE'S
ME
{OOV}
SO
sp
USUALLY
USE
sp
GESTURES
THEN
IT'S
GOT
SOME
THINGS
HERE
IT'S
GOT
SOME
sp
LITTLE
sp
MATCHSTICK
MEN
ON
THE
NEXT
PAGE
{OOV}
THE
FIRST
ONE
KEEPING
YOUR
HANDS
IN
YOUR
POCKETS
WHAT'S
THE
DANGER
OF
sp
YOUR
sp
HANDS
IN
YOUR
sp
POCKETS
I'VE
sp
NEVER
HEARD
IT
DESCRIBED
sp
THAT
WAY
sp
BEFORE
sp
BUT
sp
THERE
YOU
GO
sp
ER
sp
YOU
{XX}
JINGLE
YOUR
CHANGE
DEAD
sp
RIGHT
ER
sp
AGAIN
AFTER
sp
YOU
sp
DO
THAT
sp
VERY
sp
SAME
sp
THING
sp
ERM
YOU
sp
KNOW
{OOV}
JINGLE
YOUR
CHANGE
sp
{OOV}
AND
ONE
OF
sp
THEM
{OOV}
HE
SAID
sp
THAT
{OOV}
I
sp
RECKON
YOU
GOT
THREE
POUND
EIGHTY
HE
RECKONS
HE'S
GOT
SIX
POUNDS
YOU
KNOW
AND
IT'S
JUST
SO
DISTRACTING
KEEP
YOUR
HANDS
OUT
OF
sp
YOUR
sp
POCKET
sp
HANDCUFFED
BEHIND
YOUR
sp
BACK
sp
YEAH
AND
WHAT
WHAT
WHAT
DO
WE
THINK
sp
{OOV}
SHE
MEANS
sp
THAT
YOU
KNOW
WHAT
DO
YOU
{OOV}
STUFFY
YEAH
POMPOUS
POMPOUS
YEAH
DOES
THAT
{OOV}
MIGHT
DO
BECAUSE
IT'S
NOT
{OOV}
CLOSE
GESTURES
sp
DIFFER
WHAT
sp
ARE
THE
sp
OTHERS
KEEPING
YOUR
ARM
OR
KEEPING
sp
YOUR
ARMS
CROSSED
OR
IN
A
FIG
LEAF
POSITION
sp
{OOV}
sp
IF
YOU
WOULD
LIKE
TO
sp
DEMONSTRATE
A
sp
FIG
LEAF
sp
POSITION
ANDY
WELL
STAND
UP
sp
DEMONSTRATE
A
FIG
LEAF
POSITION
sp
I
sp
DON'T
sp
KNOW
A
sp
FIG
sp
LEAF
sp
COS
I'VE
NO
IDEA
sp
WHAT
IT
sp
LOOKS
sp
LIKE
sp
I'M
SURE
sp
IT'S
sp
LIKE
sp
THIS
sp
OR
sp
IS
sp
IT
LIKE
THAT
sp
NO
NO
NO
THAT
DOESN'T
LOOK
A
FIG
LEAF
DOES
THAT
sp
LOOK
LIKE
A
FIG
LEAF
sp
POSITION
sp
TO
sp
YOU
YEAH
YEAH
sp
IT
MUST
BE
YEAH
QUITE
INTERESTING
{OOV}
REALLY
sp
IT'S
sp
JUST
THAT
{OOV}
EXAGGERATION
sp
BECAUSE
YOU
KNOW
BASICALLY
{OOV}
RIGHT
sp
OR
WRINGING
YOUR
sp
HANDS
sp
NERVOUSLY
sp
EYE
CONTACT
EYE
CONTACT
sp
WHAT'S
sp
IT
sp
MEAN
sp
BY
EYE
CONTACT
sp
WHAT'S
GOOD
EYE
CONTACT
{OOV}
IT'S
sp
GOOD
sp
THOUGH
sp
ISN'T
IT
EYE
CONTACT
{OOV}
DEFINITELY
TRYING
sp
TO
AVOID
MY
EYES
NOW
{OOV}
THERE'S
A
FEW
EYES
ROUND
sp
HERE
THAT
LOOK
sp
MORE
LIKE
sp
ROUTE
sp
MAPS
sp
OF
THE
M
sp
TWENTY
FIVE
ERM
EYE
CONTACT
IF
sp
PEOPLE
AVOID
EYE
CONTACT
WHAT'S
IT
MEAN
THEY
LACK
CONFIDENCE
sp
THEY
LACK
sp
CONFIDENCE
sp
SIMPLE
AS
sp
THAT
AND
ONE
OF
THE
THINGS
IS
sp
THAT
AS
A
sp
GROUP
YOU
sp
COME
IN
AND
YOU
sp
PROBABLY
LOOK
AT
PEOPLE
WHEN
YOU
sp
{OOV}
AND
sp
YOU
sp
LOOK
AT
sp
THE
TRAINERS
sp
AND
sp
THE
IDEA
IS
THAT
EARLY
ON
PEOPLE
CAN
DO
sp
CAN
sp
KEEP
sp
SOME
EYE
CONTACT
{OOV}
GON
NA
STARE
YOU
OUT
sp
{OOV}
BUT
sp
JUST
sp
KEEPING
YOUR
EYES
AND
DON'T
sp
FLIT
sp
AWAY
AND
ALSO
WHEN
YOU'RE
UNDER
PRESSURE
AT
THIS
STAGE
HIS
EYES
CHALLENGE
YOU
OR
SOMETHING
sp
LIKE
THAT
THEN
sp
YOUR
EYES
GO
DOWN
SO
AGAIN
IT'S
JUST
THINKING
ABOUT
THE
EYES
THE
EYE
{OOV}
THE
sp
BEGINNING
{OOV}
IT'S
SAYS
RULE
OF
sp
THUMB
sp
THAT
EYE
CONTACT
sp
IS
ONE
TO
sp
THREE
sp
SECONDS
PER
PERSON
AH
sp
THAT'S
YOU
LOOK
{OOV}
MARTY
FELDMAN
DOES
ANYONE
REMEMBER
MARTY
FELDMAN
WHEN
sp
ONE
EYE
sp
WENT
sp
THIS
sp
WAY
sp
AND
ONE
EYE
sp
WENT
THE
OTHER
{OOV}
THAT
YOU
KNOW
sp
{OOV}
WATCHING
THIS
HAPPEN
{OOV}
USING
sp
YOUR
VOICE
YOUR
sp
VOICE
I'M
sp
NOT
GON
sp
NA
sp
BE
TOO
WORRIED
ABOUT
sp
THIS
ERM
MONOTONE
MONOTONE
sp
{OOV}
YEAH
I'M
NOT
TOO
sp
WORRIED
ABOUT
IT
BECAUSE
ERM
A
A
LOT
OF
sp
PEOPLE
sp
NATURAL
ACCENTS
REGIONAL
ACCENTS
sp
AND
THAT
sp
SO
sp
OTHERS
sp
COME
OVER
sp
AS
QUITE
MONOTONE
DON'T
sp
THEY
SORT
OF
sp
THING
IT'S
A
BIG
PROBLEM
IT'S
JUST
THAT
FLUCTUATIONS
YOU
DO
IF
YOU
ARE
AWARE
YOU'VE
GOT
SOME
{OOV}
SOME
TRAINERS
GO
DOWN
{OOV}
WHAT
ELSE
HAVE
WE
sp
GOT
TALKING
TOO
FAST
NOW
SUSPECT
sp
THAT
THIS
IS
SOMETHING
THAT
MOST
PEOPLE
FALL
sp
INTO
ON
THEIR
FIRST
FEW
TRAINING
sp
SESSIONS
{OOV}
WHICH
IS
ALL
TO
BE
sp
ABOUT
THIS
sp
ER
ER
ER
HAVE
sp
YOU
GOT
ANY
QUESTIONS
AND
MOST
PEOPLE
{OOV}
I
WAS
sp
GON
sp
NA
SAY
GOOD
MORNING
BUT
YOU
GOT
A
PARAGRAPH
sp
DOWN
sp
NOW
AND
IT'S
ALL
ABOUT
SLOWING
sp
DOWN
AND
YOU
CAN
SPEED
UP
AS
sp
YOU
GO
THROUGH
BUT
sp
IT'S
CERTAINLY
sp
THE
OPENING
{OOV}
SLOWING
DOWN
SLOW
DOWN
sp
SLOW
YOURSELF
sp
DOWN
IN
TRAINING
SESSIONS
{OOV}
YEAH
{OOV}
{OOV}
WE
HAD
WE
sp
HAD
A
TRAINING
sp
SESSION
FOR
OURSELVES
LIKE
YOU
KNOW
{OOV}
{OOV}
RIGHT
ERM
RIGHT
sp
WHAT
sp
WAS
I
SAYING
sp
YEAH
ERM
sp
SLOW
DOWN
WHAT'S
THE
OTHER
WAY
HAVE
A
sp
DRINK
OF
WATER
YEAH
BREATHING
IT
DOES
HELP
sp
YOU
KNOW
SORT
OF
YOU
KNOW
MORNING
EVERYONE
{XX}
BIG
GULPS
OF
IT
sp
MUCH
EASIER
{OOV}
ANSWER
THE
QUESTION
NICE
AND
sp
EASY
sp
QUESTION
{OOV}
SLOW
IT
DOWN
sp
PROBLEMS
WITH
VOLUME
ON
THE
LAST
sp
PAGE
ERM
I
DON'T
THAT
{OOV}
AFFECT
MOST
sp
OF
YOU
ERM
sp
YOU
WON'T
BE
YOU
WON'T
sp
BE
sp
TALKING
TO
CAVERNOUS
PLACES
WILL
YOU
IF
IF
sp
YOU
DO
ANY
OF
YOUR
TRAINING
IT
sp
WILL
sp
TEND
TO
BE
ROOMS
sp
ABOUT
sp
THIS
sp
SIZE
{OOV}
SO
sp
BEFORE
I
sp
TALK
THROUGH
SOME
OF
THOSE
COS
I
THINK
THAT
sp
SOME
OF
THOSE
ER
IF
WE
sp
JUST
sp
GAVE
YOU
THE
HANDOUT
YOU'VE
sp
GOT
sp
TA
sp
READ
IT
{OOV}
TRAINING
sp
GROUP
SEEMS
TO
BE
sp
FAR
sp
MORE
AWARE
sp
OF
sp
THINGS
LIKE
YOUR
BODY
sp
LANGUAGE
sp
{OOV}
IS
THAT
sp
YOURS
ER
YEAH
{OOV}
GETTING
sp
FED
sp
UP
OKAY
JUST
TO
sp
FINISH
UP
NOW
sp
BECAUSE
WE'RE
GON
NA
sp
BE
MOVING
ON
IN
A
MINUTE
THERE'S
A
COUPLE
OF
HANDOUTS
HERE
WHICH
I'M
sp
NOT
sp
GON
NA
sp
GO
INTO
sp
BUT
THERE
sp
AGAIN
sp
SOMEBODY
MIGHT
sp
THINK
ABOUT
WHEN
sp
YOU'RE
sp
RUNNING
sp
GROUP
sp
TRAINING
AND
sp
THERE'S
SOME
sp
THERE'S
sp
SOME
sp
I
sp
DU
sp
N
NO
ER
sp
{OOV}
sp
POINTS
WITH
sp
A
FEW
HEADING
sp
SAMPLES
sp
SO
I'M
sp
GON
sp
NA
TAKE
ONE
AND
PASS
THEM
ON
TAKE
ONE
PASS
THEM
sp
ON
sp
WHICH
I
sp
REALLY
NO
NO
sp
{OOV}
AND
THERE'S
ONE
OVER
THERE
SO
sp
YOU'VE
GOT
sp
INVOLVING
sp
TRAINEES
sp
WE'VE
sp
DONE
HUMOUR
WE'VE
TOUCHED
UPON
sp
BRAINSTORMING
sp
WE'VE
DONE
sp
BEFORE
TESTING
sp
ROLE
sp
PLAYS
I'VE
sp
SENT
sp
YOU
A
sp
HANDOUT
sp
ON
THAT
{OOV}
EXERCISES
sp
AND
sp
THERE'S
A
HANDOUT
ON
sp
THAT
{OOV}
PRACTICAL
APPLICATIONS
A
THOUGHT
ABOUT
PRACTICAL
APPLICATIONS
WE
NEED
TO
BUILD
IN
PRACTICAL
APPLICATIONS
DON'T
WE
ACTUALLY
GIVE
PEOPLE
CHANCE
TO
TRY
WHAT
WE'VE
BEEN
TALKING
ABOUT
sp
ANY
THOUGHTS
ABOUT
THAT
WHAT
SHOULD
sp
WE
BE
DOING
WITH
PRACTICAL
APPLICATIONS
PAST
EXPERIENCE
sp
YEAH
sp
{OOV}
PAST
sp
EXPERIENCE
TO
FIND
sp
OUT
sp
THE
LEVEL
THEY'RE
AT
AT
THE
MOMENT
ANYTHING
sp
ELSE
OH
NO
IT'S
sp
INCREDIBLE
AGAIN
ON
THIS
VERY
COURSE
A
WHILE
BACK
IT
WAS
ONLY
THREE
sp
PEOPLE
IN
sp
THE
sp
GROUP
sp
IN
sp
THE
sp
WEEK
THAT
I
WAS
sp
WATCHING
AND
THE
sp
GUY
sp
WHO
WAS
sp
RUNNING
THE
SESSION
HAD
HAD
WORKED
THE
EQUATION
sp
WRONGLY
ON
THE
RATING
OR
WHATEVER
AND
THE
OTHER
TWO
NEVER
SEEN
HIM
BEFORE
sp
IN
THEIR
LIVES
WERE
SAYING
THAT'S
WRONG
AND
HE
STARTED
GETTING
sp
REALLY
ANNOYED
{OOV}
IT
WAS
sp
REALLY
FUNNY
{OOV}
GROUP
AFTER
sp
IT
sp
WAS
SO
FUNNY
ER
WITH
HIS
PERMISSION
HE
THOUGHT
IT
WAS
FUNNY
sp
HE
SAW
THE
sp
FUNNY
SIDE
OF
IT
AS
WELL
sp
BUT
sp
THEY
sp
HAD
THIS
BIG
ARGUMENT
FOR
sp
FIVE
MINUTES
COS
HE
THOUGHT
WHAT
HE'D
sp
DONE
sp
WAS
RIGHT
AND
HE
SAID
JESUS
I'VE
BEEN
USING
THIS
FOR
THREE
YEARS
sp
FOR
sp
THE
sp
TRAINING
sp
IN
THE
sp
BRANCH
ER
IT
MAKES
YOU
WONDER
DOESN'T
IT
sp
ERM
BUT
IF
sp
YOU'RE
sp
GON
NA
DO
PRACTICAL
sp
APPLICATIONS
sp
YOU'VE
sp
GOT
TA
GIVE
PEOPLE
sp
RELEVANT
sp
EXAMPLES
sp
PERHAPS
sp
YOU
sp
START
OFF
BASICS
WITH
AN
sp
EXAMPLE
THAT
IS
CORRECT
AND
THEN
YOU
START
BUILDING
sp
ON
THAT
sp
DON'T
YOU
sp
THEN
sp
YOU
START
sp
GIVING
THEM
THE
sp
DEVIATIONS
AND
sp
ALL
THIS
SORT
OF
sp
STUFF
DON'T
DEAL
sp
WITH
DEVIATIONS
FIRST
sp
COS
sp
THEY'LL
sp
NEVER
sp
LEARN
BUT
BUILD
IN
LOTS
sp
OF
sp
APPLICATIONS
sp
EITHER
sp
BY
QUESTIONS
sp
OR
BY
sp
ACTUAL
sp
EXERCISE
sp
LAST
sp
THING
sp
JUST
sp
BRIEFING
{OOV}
COS
sp
THIS
sp
IS
{OOV}
DESIGNING
sp
THE
sp
TRAINING
sp
SESSION
sp
IS
YOUR
sp
NOTES
sp
WHAT
SORT
OF
NOTES
sp
{OOV}
WHAT
SORT
OF
THINGS
ARE
sp
YOU
sp
GON
NA
DO
WITHIN
YOUR
RUNNING
OF
TRAINING
SESSIONS
FOR
A
GROUP
sp
TRAINING
SESSION
OR
IT
COULD
BE
ONE
TO
ONE
DOESN'T
REALLY
MATTER
sp
WHAT
ARE
THE
SORT
OF
sp
THINGS
sp
YOU
NEED
TO
sp
THINK
ABOUT
WHEN
sp
YOU'RE
PUTTING
IN
sp
NOTES
TOGETHER
sp
{OOV}
SCRIPT
OR
{OOV}
RIGHT
THAT'S
A
GOOD
IDEA
{OOV}
BULLET
POINTS
IN
LARGE
PRINT
sp
COS
sp
YOU
KNOW
sp
ALL
sp
THE
CONTENT
DON'T
sp
YOU
A
LOT
OF
THE
TRAINING
YOU
sp
DO
YOU
sp
PROBABLY
ONLY
NEED
TO
sp
WRITE
sp
BULLET
POINTS
sp
WHAT
sp
MIGHT
YOU
sp
WRITE
UNDER
YOUR
BULLET
POINT
IT'S
JUST
THE
sp
YEAH
YOU'VE
GOT
YOUR
MAIN
POINT
AND
THERE
sp
MIGHT
sp
BE
ONE
TWO
sp
THREE
sp
FOUR
THINGS
A
BIT
MORE
INFORMATION
YEAH
SO
sp
THAT
sp
YOU
sp
DON'T
sp
DEVIATE
sp
OR
sp
FORGET
THINGS
WHAT
OTHER
THINGS
MIGHT
YOU
DO
IN
YOUR
NOTES
THINK
OF
SOME
QUESTIONS
TO
ASK
sp
YEAH
sp
THAT'S
GOOD
GOOD
SO
YOU
ACTUALLY
WRITE
DOWN
QUESTIONS
SO
MUCH
GOING
sp
ON
YOU
CAN'T
BE
sp
EXPECTED
sp
TO
sp
REMEMBER
EVERYTHING
AND
sp
IF
YOU'VE
sp
GOT
sp
JUST
YOU
KNOW
SORT
sp
OF
sp
QUESTIONS
sp
WRITTEN
sp
DOWN
THE
PAGE
LIKE
WHAT
IS
sp
YOUR
sp
NAME
IT'S
SIMPLE
sp
AS
THAT
IT
GETS
sp
YOU
TO
DO
WHAT
sp
INVOLVES
THE
TRAINEE
sp
WHAT
ELSE
MIGHT
YOU
DO
BULLET
sp
POINTS
QUESTIONS
OKAY
SO
ER
sp
WHAT
HAVE
sp
WE
GOT
sp
THERE
sp
ERM
USE
sp
SUPPORTS
USE
OF
SUPPORT
YEAH
MATERIAL
sp
ANOTHER
sp
THING
YOU
MIGHT
THINK
ABOUT
IS
sp
TIME
TIME
{OOV}
sp
BASICALLY
THAT'S
IT
HOW
sp
YOU
DO
IT
IS
UP
sp
TO
YOU
sp
THE
DANGER
OF
A
sp
A
SCRIPT
sp
OF
A
BASIC
SCRIPT
IS
WHAT
RIGHT
YEAH
YOU'RE
sp
STUCK
TO
IT
AREN'T
YOU
AND
sp
IF
sp
YOU
MOVE
AWAY
FROM
IT
WHERE
ARE
YOU
IF
YOU
GOT
TA
GO
BACK
TO
IT
YOU
sp
MIGHT
HAVE
sp
DONE
sp
THIS
FOR
T
FOR
TODAY
DON'T
WORRY
BUT
YOU
KNOW
sp
BUT
sp
IT'S
sp
NOT
sp
WE'RE
sp
NOT
GON
sp
NA
MARK
sp
YOU
DOWN
OR
sp
ANYTHING
sp
LIKE
sp
THAT
sp
THE
DANGER
OF
{OOV}
IS
WHAT
IT'S
VERY
{OOV}
AND
sp
YOU'RE
sp
GON
NA
sp
{OOV}
JUST
sp
SAT
DOWN
sp
READING
IT
sp
AND
SOME
OF
sp
THE
sp
OTHER
sp
THINGS
WHAT
sp
ABOUT
YOU
KNOW
ERM
{OOV}
CHANCES
ARE
YOU'RE
sp
NOT
sp
GON
sp
NA
USE
sp
IT
OR
{OOV}
OR
sp
NOT
USE
IT
YOU
WRITE
ALL
THIS
SCREED
DOWN
AND
THEN
YOU
NEVER
LOOK
AT
IT
I'LL
GIVE
YOU
EXAMPLES
PERHAPS
OF
NONE
NONE
sp
OF
sp
THESE
sp
I
sp
MUST
sp
ADMIT
I
I
DON'T
sp
I
DON'T
THINK
THEY'RE
sp
NOT
MY
sp
STYLE
I
MUCH
MORE
sp
MY
PAGE
MY
TRAINING
sp
{OOV}
TEND
TO
HAVE
JUST
TWO
OR
THREE
POINTS
ON
IT
{OOV}
RUBBER
sp
STAMPS
ON
THE
SIDE
{OOV}
FLIPCHART
ALL
sp
THIS
SORT
OF
sp
STUFF
sp
BIG
sp
QUESTION
{OOV}
ER
IT'S
JUST
A
THOUGHT
TO
sp
SAY
sp
WELL
IF
sp
I
IF
IF
THIS
TRAINING
IS
SO
IMPORTANT
I
WILL
USE
IT
OVER
AND
OVER
AGAIN
sp
IT
MAKES
SENSE
sp
TO
sp
SAVE
sp
THE
sp
PREPARATION
TIME
FOUR
OR
FIVE
sp
MONTHS
DOWN
sp
THE
LINE
BY
HAVING
A
sp
SCRIPT
{OOV}
AND
NOW
ONLY
sp
YOU
CAN
UP
WITH
YOUR
EXAMPLES
I'LL
JUST
CHECK
WHAT
SAMPLES
THERE
IS
THIS
WOULD
BE
MORE
OF
sp
ER
sp
THIS
ONE
sp
THAT'S
sp
COMING
OVER
sp
NOW
IS
sp
ENTIRELY
sp
THE
SESSION
{OOV}
KEEP
IT
sp
FLOWING
sp
THERE'S
YOUR
CONTENT
AND
YOUR
METHOD
OF
sp
THE
SYNDICATE
O
sp
H
sp
P
FLIPCHART
SO
sp
YOU'RE
RESTRICTING
YOURSELF
{OOV}
THAT
MIGHT
BE
HAVING
sp
{OOV}
AND
AGAIN
sp
WE'RE
NOT
LOOKING
sp
FOR
YOU
TO
DO
sp
THESE
OR
FOLLOW
THESE
PATTERNS
FOR
TOMORROW
YOU
DO
WHATEVER
YOU
FEEL
COMFORTABLE
YEAH
THERE'S
sp
A
sp
BLANK
PAGE
sp
IT'S
sp
OKAY
sp
I
MIGHT
sp
BE
ABLE
sp
TO
sp
USE
THAT
sp
ER
AS
A
sp
STRUCTURE
sp
FOR
sp
MORE
FOR
WHEN
YOU'VE
GOT
TA
RUN
TRAINING
COURSES
AT
A
LOT
OF
THE
TIME
AND
SAMPLE
sp
THREE
IS
sp
JUST
ANOTHER
SIDE
THAT'S
ERM
sp
THAT
ONE
OF
sp
SAMPLE
TWO
sp
IS
LANDSCAPE
GOES
ACROSS
THE
PAGE
THIS
IS
WHAT
THIS
sp
EXAMPLE
{OOV}
I'VE
sp
BEEN
sp
FILLING
sp
TIME
WHEREVER
I
AM
HAVEN'T
I
TEAM
YEAH
WHAT
HAVE
WE
BEEN
TALKING
ABOUT
FOOTBALL
sp
LAST
NIGHT
{OOV}
ER
JUST
AN
sp
EXAMPLE
OF
ERM
SOME
OF
sp
THE
SCRIPTS
THAT
WE
USE
DOWN
HERE
YOU
sp
SEE
LOOK
sp
HERE'S
sp
A
sp
SCRIPT
sp
ALL
sp
TYPED
OUT
YOU
KNOW
A
LOT
{OOV}
PROBABLY
TO
DO
THIS
YOU
SEE
THERE'S
sp
NOT
sp
MUCH
ON
sp
THE
sp
PAGE
YOU
KNOW
sp
JUST
SOME
sp
BULLET
POINTS
sp
{OOV}
THAT
WASN'T
IT
{OOV}
WHAT
{OOV}
THEY'RE
sp
BEING
sp
RUDE
sp
THEY'RE
sp
BEING
sp
REALLY
sp
RUDE
ARE
THEY
{OOV}
NO
CHANCE
{OOV}
sp
{OOV}
OUT
OF
sp
ALL
THAT
STUFF
THERE
sp
WHAT'S
THE
MOST
IMPORTANT
THINGS
{OOV}
{OOV}
I
sp
KNOW
IF
I
SAY
THAT
{OOV}
NOTES
sp
ARE
sp
REALLY
sp
IMPORTANT
{OOV}
ALRIGHT
IN
SUMMARY
sp
WHILE
WE'RE
sp
WAITING
FOR
OUR
{OOV}
TO
COME
BACK
IF
SHE
sp
IS
COMING
sp
BACK
WE
sp
DON'T
KNOW
DO
WE
DESIGNING
sp
TRAINING
sp
WE
sp
STARTED
sp
YESTERDAY
{CG}
WE
ARE
FINISHING
THE
SESSION
NOW
SO
IN
YOUR
sp
OPINION
sp
WHAT
ARE
THE
MOST
IMPORTANT
THINGS
sp
WE
sp
SHOULD
DO
sp
FIRST
sp
WHEN
DESIGNING
TRAINING
RIGHT
sp
MEASURING
UNDERSTANDING
YEAH
sp
YOU'VE
THOUGHT
OF
ANOTHER
ELEMENT
THERE
WHICH
I'M
GON
NA
sp
WRITE
sp
DOWN
FEEDBACK
sp
WHEN
sp
DO
WE
sp
WANT
sp
FEEDBACK
STAGES
sp
SO
sp
WE
WANT
sp
STAGES
DON'T
WE
HOW
SHOULD
WE
DESIGN
OUR
TRAINING
IN
TERMS
sp
OF
sp
STAGES
sp
COME
sp
AND
sp
DRAW
IT
COME
AND
sp
DRAW
UP
AND
sp
SHOW
US
DRAW
IT
YEAH
sp
COME
AND
sp
SHOW
US
sp
HOW
YOU
DO
sp
IT
I'LL
sp
GIVE
sp
YOU
sp
A
RED
sp
PEN
{OOV}
sp
DO
sp
YOU
sp
REMEMBER
THAT
sp
EARLIER
WE
sp
SAID
PARTICIPATION
{OOV}
THE
sp
{OOV}
THAT'LL
DO
sp
FOR
ME
YOU
OH
NO
sp
YEAH
IT'S
sp
ALRIGHT
sp
YEAH
sp
ALRIGHT
sp
{OOV}
THANK
YOU
{LG}
NOT
SO
BAD
IS
sp
IT
sp
SO
sp
INPUT
sp
AND
THEN
WHAT
sp
PARTICIPATION
sp
PARTICIPATION
sp
REPEAT
THE
PROCESS
STAGES
ANYTHING
sp
ELSE
WE
SHOULD
THINK
sp
ABOUT
DESIGNING
TRAINING
sp
{OOV}
{OOV}
SUMMARY
sp
AT
THE
END
OF
sp
THE
sp
SESSION
{OOV}
ALRIGHT
LET'S
sp
WE'VE
LOOKED
AT
sp
DESIGN
sp
OF
TRAINING
sp
AS
THE
FIRST
STEP
YOU
sp
KNOW
IDENTIFYING
sp
TRAINING
sp
NEEDS
AND
sp
THEN
DESIGN
sp
ON
sp
THE
sp
AREAS
sp
THAT
sp
WE
MIGHT
sp
LIKE
TO
sp
THINK
ABOUT
sp
DESIGN
AND
ALSO
DELIVERING
TRAINING
IS
THE
DIFFERENT
WAYS
PEOPLE
LEARN
sp
AND
sp
TO
DO
THAT
{OOV}
GO
THROUGH
sp
LEARNING
STYLES
sp
{OOV}
sp
{OOV}
LAUGH
sp
{OOV}
MUCH
sp
DONE
DO
sp
WE
NEED
THAT
sp
QUESTIONNAIRE
sp
COS
sp
ERM
YES
sp
COS
sp
CERTAIN
sp
MEMBERS
sp
TEND
{OOV}
OH
sp
WOULD
YOU
LIKE
TO
GO
AND
GET
YOUR
sp
QUESTIONNAIRE
{OOV}
sp
THOSE
sp
THAT
HAVEN'T
GOT
sp
THEM
sp
THAT'S
ME
WELL
I'VE
GOT
{OOV}
HAS
ANYONE
HAD
sp
AN
sp
ACTUAL
sp
BREAK
OR
{OOV}
HAVE
YOU
SCORED
sp
{OOV}
SCORED
MORE
sp
{OOV}
YEAH
sp
YEAH
sp
GREAT
sp
YEAH
HAVE
sp
YOU
HAVE
YOU
DONE
IT
YEAH
I'VE
DONE
IT
BUT
I
DIDN'T
BRING
sp
IT
sp
OH
RIGHT
sp
YOU'VE
ALL
GOT
YOURS
{OOV}
QUESTIONNAIRES
YET
sp
YOU
DIDN'T
{OOV}
LAST
sp
TIME
DID
YOU
{OOV}
DO
SOMETHING
THIS
sp
WEEK
sp
{OOV}
sp
LUNCH
TODAY
HAVE
YOU
sp
GOT
sp
IT
sp
I
JUST
sp
I
JUST
HONEST
TO
sp
GOD
sp
I
sp
HADN'T
REALIZED
sp
AT
ALL
THE
GUY
WAS
sp
SORT
OF
AND
sp
SAYS
sp
ER
OH
IT'S
PROBABLY
sp
{OOV}
I
SAID
NO
I'M
SURE
{OOV}
I
WAS
REALLY
CHEESED
{OOV}
sp
IT
WAS
AWFUL
HE
sp
SAID
GO
AND
GET
IT
IT'LL
BE
IN
sp
THERE
AND
I
JUST
WENT
sp
ER
AND
I
COULD
SEE
IT
ALL
A
sp
NIGHTMARE
AND
WE
HAD
sp
TO
ACTUALLY
RING
THE
EMERGENCY
sp
NUMBER
{OOV}
AND
IN
AN
EMERGENCY
RING
sp
THIS
NUMBER
YEAH
SHE
sp
RANG
IT
AND
sp
THIS
sp
BELL
STARTED
sp
GOING
sp
OH
NO
HAVE
YOU
ALL
SCORED
YOUR
QUESTIONNAIRES
YEP
AND
YOU'VE
{OOV}
OH
YEAH
WE'VE
GOT
sp
THE
ANALYSIS
sp
WE'VE
GOT
THE
QUESTIONNAIRES
sp
{OOV}
OKAY
sp
WHAT
sp
WE'RE
sp
GON
sp
NA
sp
LOOK
sp
AT
NOW
sp
IS
sp
WE
sp
GON
NA
LOOK
AT
sp
THE
WORK
sp
OF
sp
HONEY
AND
MUNNFORD
AND
WHAT
HONEY
AND
MUNNFORD
SPENT
A
LOT
OF
TIME
RESEARCHING
sp
WAS
sp
PEOPLE'S
sp
LEARNING
sp
SIDES
AND
sp
THEY
SPENT
sp
A
sp
LOT
OF
RESEARCH
AND
sp
WHAT
THEY
sp
FOUND
OUT
IS
THAT
THERE
ARE
FOUR
sp
DIFFERENT
LEARNING
sp
SIDES
sp
AND
WE
ALL
sp
LEARN
IN
DIFFERENT
WAYS
SO
FAR
MARTIN
'S
TAKEN
YOU
sp
THROUGH
sp
HOW
TO
PUT
TOGETHER
A
sp
LOGICAL
sp
AND
sp
EFFECTIVE
sp
TRAINING
SESSION
WHAT
sp
WE
sp
ALSO
NEED
TO
THINK
ABOUT
IS
WE
LEARN
IN
ONE
WAY
sp
BUT
OUR
DELEGATES
MAY
ACTUALLY
LEARN
IN
A
SLIGHTLY
sp
DIFFERENT
WAY
{OOV}
IN
sp
A
MINUTE
sp
SO
WHAT
sp
WE'RE
GON
NA
HAVE
A
LOOK
sp
AT
IS
sp
WE'RE
GON
NA
HAVE
sp
A
LOOK
YOUR
IDENTIFIED
sp
PREFERRED
LEARNING
SIDE
AND
THE
QUESTIONNAIRE
WILL
ACTUALLY
sp
HELP
YOU
DO
sp
THAT
sp
I'LL
sp
TELL
sp
YOU
WHAT
HONEY
sp
AND
sp
MUNNFORD
ACTUALLY
FOUND
AND
WHAT
THEIR
FINDINGS
sp
WERE
WE'LL
ALSO
sp
THINK
sp
ABOUT
SOME
sp
MORE
PRACTICAL
APPLICATIONS
sp
THAT
IF
sp
PEOPLE
LEARN
sp
IN
DIFFERENT
sp
WAYS
sp
WHAT
sp
IMPACT
DOES
THIS
HAVE
ON
sp
THE
TRAINERS
sp
IT
sp
DOES
HAVE
SOME
IMPACT
I'M
SURE
sp
THAT
YOU'VE
BEEN
{OOV}
THE
TRAINING
sp
SESSION
AND
YOU
sp
THOUGHT
IT'S
REALLY
GOOD
REALLY
GOT
A
LOT
OUT
OF
IT
sp
AND
sp
YOU'RE
sp
QUITE
sp
SURPRISED
sp
TO
sp
SEE
sp
SOMEONE
sp
SITTING
NEXT
TO
YOU
{OOV}
DIDN'T
LIKE
THAT
sp
MUCH
sp
AT
sp
ALL
sp
YOU
sp
THOUGHT
HMM
sp
WONDER
sp
WHY
sp
THAT
sp
IS
sp
BECAUSE
sp
I
sp
FOUND
THE
CONTENT
REALLY
INTERESTING
sp
AND
IT
COULD
HAVE
BEEN
THE
CONTENT
{OOV}
MATTER
DIDN'T
REALLY
SORT
OF
DO
ANYTHING
FOR
THE
PEOPLE
IT
COULD
HAVE
BEEN
THE
WAY
IT
WAS
PUT
TOGETHER
PUT
OVER
AND
THE
WAY
IT
WAS
ACTUALLY
STRUCTURED
I'M
SURE
YOU'VE
ALSO
EXPERIENCED
SESSIONS
YOU
THOUGHT
SOMETHING
SOMEBODY'S
DELIVERED
IN
ONE
sp
SESSION
AND
FOUND
IT
sp
REALLY
INTERESTING
sp
YOU'VE
GOT
A
LOT
sp
FROM
IT
AND
YET
SOMEBODY
sp
ELSE
sp
COMES
INTO
THE
SAME
sp
SUBJECT
MATTER
AND
sp
YOU
THINK
THAT
YOU
KNOW
WASN'T
sp
VERY
INTERESTING
DIDN'T
YOU
sp
KNOW
DIDN'T
I
DIDN'T
REALLY
{OOV}
WANTING
TO
LEARN
THE
KEY
REASONS
{OOV}
BEFORE
sp
THAT
IS
THAT
THEY'VE
sp
ACTUALLY
PUT
sp
THE
{OOV}
ACROSS
IN
THE
WAY
THAT'S
NOT
TOTALLY
COMPATIBLE
sp
WITH
{OOV}
LEARNING
SIDE
sp
WHAT
I'D
sp
LIKE
TO
DO
sp
TO
START
sp
WITH
IS
I'D
LIKE
TO
ACTUALLY
PUT
sp
THE
SCORES
UP
PUT
sp
YOUR
SCORES
UP
sp
ON
THE
CHARTS
AND
sp
THEN
WE'LL
sp
LOOK
sp
AT
sp
WHAT
WHAT
EXACTLY
THEY
MEAN
WHAT
DOES
sp
A
STAND
sp
FOR
{OOV}
BUT
sp
WHAT
DOES
IT
sp
ALL
MEAN
sp
SO
IF
YOU
sp
PUT
sp
THE
sp
SCORES
sp
UP
sp
FIRST
THEN
sp
WE'LL
DO
SOME
HAVE
sp
SOME
DISCUSSION
ABOUT
sp
WHAT
sp
THEY
MEAN
sp
SO
sp
MARGARET
sp
IF
WE
sp
START
WITH
sp
YOU
EIGHT
sp
FOURTEEN
sp
SIX
sp
SIX
EIGHT
sp
FOURTEEN
SIX
SIX
sp
THANK
sp
YOU
MARK
FIFTEEN
SIXTEEN
NINE
SIXTEEN
OKAY
JOHN
sp
TWELVE
{XX}
SIXTEEN
sp
THIRTEEN
sp
SEVENTEEN
ANDY
FIVE
sp
SIXTEEN
THIRTEEN
sp
THIRTEEN
MARIE
sp
NINE
sp
FIFTEEN
TWELVE
THIRTEEN
NORA
FIVE
FOURTEEN
NINE
TWELVE
sp
SIXTEEN
TWO
sp
THREE
sp
{OOV}
TWO
sp
THREE
AND
sp
NINE
YEAH
TWO
NINETEEN
TEN
AND
sp
THIRTEEN
WE'VE
GOT
QUITE
A
VARIETY
HERE
HAVEN'T
WE
sp
RIGHT
WHAT
I'LL
sp
DO
NOW
IS
I'LL
INTRODUCE
WHAT
{OOV}
MEANS
AND
THEN
WE'LL
GO
BACK
AND
THINK
sp
ABUT
sp
THE
IMPACT
sp
THAT
THEY
sp
HAVE
sp
ON
sp
TRAINING
sp
SO
sp
AND
I'VE
sp
GOT
A
HANDOUT
ON
THIS
{OOV}
IF
sp
WE
sp
GO
TO
THE
FIRST
sp
STYLE
OF
A
THIS
IS
sp
AN
ACTIVIST
AND
SOME
OF
YOU
HAVE
GOT
HIGH
SCORES
HERE
sp
WE'VE
GOT
sp
SIXTEEN
sp
FIFTEEN
AND
TWELVE
THESE
ARE
THESE
sp
ARE
sp
HARD
{OOV}
ACTIVIST
sp
{OOV}
WHAT
HONEY
AND
MUNNFORD
FOUND
IS
sp
THAT
PEOPLE
LEARN
IN
sp
BASICALLY
sp
FOUR
WAYS
sp
THE
FIRST
OF
WHICH
IS
IS
THE
ACTIVIST
NOW
WHAT
THEY'RE
SAYING
IS
sp
THAT
sp
WHAT
sp
THEY
sp
SAID
sp
IS
ACTIVIST
sp
ACTION
LEARN
BEST
WHEN
THEY
GET
THE
OPPORTUNITY
sp
TO
sp
EXPERIENCE
sp
NEW
SORT
OF
PROBLEMS
SITUATIONS
OPPORTUNITIES
sp
WHEN
THEY'RE
DOING
sp
SOMETHING
sp
QUITE
NEW
WHEN
THEY'RE
sp
SORT
OF
sp
INVOLVED
IN
sp
VERY
MUCH
YOU
KNOW
HERE
AND
NOW
ACTIVITIES
WHEN
sp
THEY'RE
SORT
OF
LIKE
BUSINESS
GAMES
EXERCISES
sp
ROLE
PLAYS
TEAM
TASKS
THAT
THEY
CAN
sp
SORT
OF
GET
sp
YOU
KNOW
sp
REALLY
sp
GET
sp
INVOLVED
WITH
{OOV}
THEMSELVES
THEN
sp
THERE'S
sp
LOTS
OF
ACTION
sp
AND
THEY'RE
QUITE
sp
SHORT
AND
SHARP
sp
SO
CAN
sp
MOVE
ON
TO
SOMETHING
ELSE
sp
ACTIVISTS
sp
ALSO
LIKE
BEING
THROWN
IN
sp
THE
DEEP
END
THEY
sp
QUITE
LIKE
sp
THE
sp
CHALLENGE
sp
OF
sp
BEING
THROWN
sp
IN
AND
SINK
OR
SWIM
AND
LEARN
FROM
THE
EXPERIENCE
RATHER
sp
THAN
ACTUALLY
TALKING
sp
ABOUT
TOO
sp
MUCH
AND
sp
THEN
sp
A
LITTLE
BIT
OF
sp
ACTION
LATER
ACTIVISTS
LIKE
THINGS
sp
WHICH
sp
INVOLVE
sp
OTHER
PEOPLE
AS
WELL
SO
sp
THEY
LIKE
sp
TEAM
sp
WORK
THEY
LIKE
TEAM
ACTIVITIES
sp
THEY
sp
LIKE
DISCUSSION
sp
GROUPS
sp
THEY
ENJOY
sp
THE
SORT
OF
BOUNCING
IDEAS
sp
OFF
OTHER
sp
PEOPLE
sp
ACTIVISTS
sp
ALSO
LIKE
sp
THEY
LOVE
sp
THE
sp
OPPORTUNITY
sp
IN
TRAINING
TO
sp
HAVE
sp
A
GO
{OOV}
BUT
THEY
DO
LIKE
GETTING
INVOLVED
sp
THEY
LIKE
A
ACTION
THEY
ALSO
LIKE
THIS
SORT
OF
EXCITEMENT
sp
AND
YOU
KNOW
WHEN
THINGS
CHOP
AND
CHANGE
AND
sp
THERE'S
SORT
OF
ERM
ALMOST
LIKE
A
CRISIS
sp
SITUATION
AND
LOTS
sp
OF
EXCITEMENT
LOTS
OF
ACTIVITY
ACTIVISTS
sp
ACTUALLY
THRIVE
ON
sp
THAT
sp
THEY
LIKE
THAT
SORT
OF
CHALLENGE
THAT
STIMULATES
sp
THEIR
LEARNING
THEY
ALSO
LIKE
THINGS
sp
WHICH
ARE
QUITE
sp
{OOV}
SO
IF
THE
ACTIVITY
INVOLVING
sp
CHAIRING
A
MEETING
DOING
A
ROLE
PLAY
DOING
sp
A
sp
PRESENTATION
ALTHOUGH
THEY
MAY
BE
sp
NERVOUS
THEY
ACTUALLY
sp
ENJOY
THAT
THEY
sp
FIND
sp
THEY
GAIN
sp
A
LOT
FROM
sp
THAT
AND
sp
THEY
sp
ALSO
sp
LIKE
ACTIVITIES
WHERE
TO
AN
sp
EXTENT
THERE'S
sp
A
sp
FREEDOM
FROM
CONSTRAINTS
POLICY
STRUCTURES
sp
THEY
DON'T
LIKE
TO
FEEL
BOUND
sp
BECAUSE
sp
IF
sp
YOU
sp
THINK
ABOUT
IT
A
LOT
sp
OF
sp
{OOV}
ARE
sp
ACTUALLY
sp
EXPLORING
sp
DEEP
END
SITUATIONS
sp
TRYING
NEW
THINGS
OUT
THEY
sp
DON'T
sp
LIKE
TO
sp
FEEL
THAT
CONSTRAINED
SO
sp
THAT'S
THE
ACTIVIST
A
COUPLE
OF
YOU
HAVE
GOT
sp
HIGH
MARKS
sp
JOHN
sp
AND
sp
{OOV}
YOU'VE
GOT
HIGH
ACTIVIST
YOU'RE
sp
HIGHER
sp
THAN
THE
OTHERS
HOW
DO
YOU
FEEL
ABOUT
sp
THAT
sp
YEAH
IT'S
sp
PRETTY
sp
{OOV}
YEAH
{OOV}
sp
I'M
NOT
sp
SO
SURE
ABOUT
LIKING
sp
THE
sp
PRESENTATIONS
sp
THOUGH
sp
{LG}
OH
sp
WELL
LIKE
YOU
SAY
YOU
FEEL
NERVOUS
ABOUT
IT
AT
FIRST
BUT
ONCE
YOU
DO
IT
YOU'VE
GOT
{OOV}
SO
THERE
ARE
TH
THAT
SIDE
OF
LEARNING
THERE
ARE
PEOPLE
WHO
LIKE
TO
HAVE
A
GO
WHO
WANT
ACTION
YOU
QUITE
LIKE
sp
ERM
LEARNING
sp
FROM
sp
FROM
EXPERIENCE
WHEN
I
WAS
sp
WORKING
sp
AT
sp
BRITISH
AIRWAYS
WE
USED
TO
DO
A
sp
LOT
sp
OF
TECHNICAL
TRAINING
AND
ERM
IT
WAS
SORT
sp
OF
sp
ON
ER
AIRLINE
REGULATION
STUFF
LIKE
THAT
AND
YOU
COULD
ALWAYS
TELL
THE
ACTIVISTS
COS
THEY
DIDN'T
sp
REALLY
sp
WANT
TO
{OOV}
ALL
sp
THEY
WANTED
sp
TO
DO
sp
WAS
TO
GET
sp
ON
THE
COMPUTERS
AND
sp
ACTUALLY
sp
TRYING
sp
OUT
sp
THINGS
sp
OUT
THEMSELVES
sp
THEY
{OOV}
PIECE
sp
OF
FURNITURE
sp
THE
ACTIVISTS
sp
DON'T
WANT
TO
READ
THE
INSTRUCTIONS
THEY
WANT
sp
TO
START
sp
PUTTING
IT
sp
TOGETHER
AND
sp
THEN
sp
THEY'D
sp
LEARN
sp
FROM
ACTUALLY
sp
PUTTING
sp
IT
TOGETHER
sp
RATHER
sp
THAN
sp
THEM
sp
READING
THE
INSTRUCTIONS
AND
{OOV}
REGULATION
TRAINING
YOU
COULD
sp
ALWAYS
TELL
sp
THE
ACTIVIST
COS
THEY
SORT
OF
ALWAYS
LIKE
CHOPPING
sp
EVERY
sp
BIT
THEY
JUST
sp
WANT
sp
TO
THEY
JUST
sp
WANT
TO
GET
ON
THE
COMPUTERS
AND
sp
START
INPUTTING
NUMBERS
AND
THEY'LL
ACTUALLY
sp
LEARN
sp
THEY
THEY
PREFER
sp
TO
DO
THAT
AND
THEN
SOMEBODY
sp
CAN
COME
sp
ROUND
AND
HELP
THEM
sp
OUT
WHEN
sp
THEY
GET
sp
INTO
TROUBLE
RATHER
THAN
SOME
OF
THE
OTHER
{OOV}
WHICH
sp
PERHAPS
LIKE
TO
sp
MORE
{OOV}
UP
FRONT
AND
sp
THAT'S
THE
sp
ACTIVIST
sp
NOW
WE
sp
MOVE
ON
TO
THE
REFLECTOR
sp
AND
IRENE
IN
sp
PARTICULAR
HAS
GOT
A
VERY
HIGH
{OOV}
A
LOT
OF
THE
OTHERS
{OOV}
sp
QUITE
sp
HIGH
sp
SO
sp
WHAT'S
sp
THE
sp
REFLECTOR
sp
ALL
ABOUT
WELL
AS
A
{OOV}
THE
REFLECTOR
IS
THEY
ACTUALLY
sp
LEARN
FROM
SITUATIONS
WHERE
THEY
sp
GET
sp
THE
OPPORTUNITY
sp
TO
sp
SIT
BACK
TO
WATCH
TO
THINK
sp
ABOUT
WHAT'S
BEING
SAID
SO
THEY
DIGEST
sp
IN
{OOV}
INFORMATION
sp
FOR
THEMSELVES
{OOV}
SITUATION
THEY
sp
SORT
OF
THEY
SIT
sp
BACK
THEY
sp
THINK
ABOUT
AND
ASSIMILATE
IT
THEY
ALSO
LIKE
ACTIVITIES
AS
WELL
REFLECTORS
WHERE
sp
THEY
sp
CAN
STAND
sp
BACK
AND
WATCH
AND
sp
LISTEN
TO
OTHERS
AS
WELL
AND
SOMETIMES
WITHIN
A
GROUP
ACTIVITY
THEY
ACTUALLY
LIKE
TO
PULL
BACK
AND
LISTEN
sp
TO
WHAT
OTHERS
ARE
SAYING
IT
DOESN'T
MEAN
TO
SAY
THEY
DON'T
sp
LIKE
PARTICIPATING
BUT
THEY'D
LIKE
TO
YOU
KNOW
SEE
sp
WHAT
THE
GROUP
VIEW
IS
BEFORE
THEY
PUT
IN
sp
THEIR
OWN
VIEWS
SO
THEY'RE
ANALYZING
THINKING
A
LOT
OF
PEOPLE
WITH
HIGH
REFLECTOR
SCORES
LIKE
TO
THINK
BEFORE
THEY
ACT
THEY
ASSIMILATE
THEY
ANALYZE
THEY
CONSIDER
AND
THEN
THEY
MAKE
A
DECISION
OR
sp
ACT
sp
ON
THINGS
sp
IT'S
sp
SIMILARLY
WITH
SIMILAR
TO
THE
SITUATION
FOR
TRAINING
WHILE
THE
ACTIVIST
WOULD
LIKE
TO
GET
sp
STRAIGHT
sp
INTO
A
ROLE
OF
PLAY
THE
REFLECTOR
WANTS
TO
sp
STAND
BACK
THINK
ABOUT
IT
THINK
ABOUT
HOW
THEY'RE
GOING
TO
WHAT
sp
THEY'RE
sp
GOING
TO
DO
ETCETERA
sp
BEFORE
sp
THEY
ACTUALLY
PARTICIPATE
OR
GET
INVOLVED
ACTIVISTS
sp
ACTUALLY
ENJOY
ACTIVITIES
sp
WITHIN
sp
TRAINING
sp
WHILE
THEY
CAN
CARRY
OUT
SOME
RESEARCH
WHERE
THEY
CAN
sp
ANALYZE
AND
INVESTIGATE
SITUATIONS
sp
THE
sp
THINGS
sp
LIKE
sp
A
sp
CASE
STUDY
WHERE
YOU
sp
HAVE
sp
TO
GATHER
LOTS
sp
OF
sp
INFORMATION
AND
ANALYZE
IT
sp
I
sp
MEAN
sp
THAT'S
sp
JUST
WHAT
THE
REFLECTORS
sp
LIKE
COS
THEY
WANT
TO
FEEL
THAT
THERE'S
sp
YOU
sp
KNOW
THEY
TH
WORKING
IS
NOT
JUST
{OOV}
IT'S
ACTUALLY
WORKING
ON
SOME
FACT
sp
THEY
sp
ALSO
sp
ENJOY
REVIEWING
EXPERIENCES
sp
{OOV}
SO
WHEN
sp
YOU'VE
DONE
A
ROLE
PLAY
THE
REFLECTOR
WILL
ACTUALLY
GET
A
LOT
OUT
OF
DOING
FEEDBACK
STANDING
sp
BACK
AND
ANALYZING
sp
WHAT
sp
DID
I
sp
DO
WELL
WHAT
DID
I
DO
LESS
sp
WELL
AND
sp
THEY
ACTUALLY
LEARN
sp
A
LOT
FROM
sp
THAT
AS
WELL
sp
THE
sp
ROLE
sp
PLAY
THEY
LOVE
sp
THINGS
sp
WHICH
sp
INVOLVE
sp
PRODUCING
sp
REPORTS
ANALYSIS
sp
REFLECTORS
sp
ALSO
LIKE
EXCHANGING
VIEWS
sp
WITH
sp
OTHERS
THEY
LIKE
TO
THINK
ANALYZE
FORMULATE
AN
OPINION
AND
THEN
HAVE
sp
THE
sp
OPPORTUNITY
TO
sp
DISCUSS
WITH
sp
OTHERS
REFLECTORS
sp
LIKE
REACHING
sp
DECISIONS
IN
THEIR
OWN
sp
TIME
sp
AND
ON
TRAINING
COURSES
sp
THEY
sp
ACTUALLY
LIKE
sp
TO
sp
FEEL
THAT
sp
THEY
sp
CONSIDER
THE
SITUATION
AND
THEY
DON'T
sp
WANT
sp
FEEL
SORT
OF
sp
TOO
RUSHED
sp
BEFORE
THEY
ACT
sp
WHAT
I'D
LIKE
SAY
sp
WITH
THESE
GUYS
sp
THERE'S
sp
NO
RIGHT
OR
WRONG
sp
STYLE
THERE'S
NO
sp
GOOD
OR
BAD
WE'RE
ALL
DIFFERENT
sp
ERM
AND
WE
sp
F
WE'RE
ALL
A
COMBINATION
OF
EACH
AS
WELL
sp
REFLECTOR
IRENE
sp
YOU'VE
sp
GOT
THE
HIGHEST
THERE
WHAT
sp
ARE
sp
YOUR
VIEWS
sp
ON
sp
THAT
AND
YOU
CAN
ALWAYS
sp
TELL
REFLECTORS
sp
IN
TRAINING
COS
SOMETIMES
YOU'LL
sp
THINK
WHAT'S
HAPPENING
sp
NOBODY
sp
ELSE
WANTS
PARTICIPATION
REFLECTORS
WILL
ACTUALLY
STAND
sp
BACK
sp
AND
THINK
WELL
WHAT
DID
THEY
ASK
sp
FOR
WHAT
DO
I
TALK
ABOUT
THEN
AND
IT'S
sp
ALWAYS
LIKE
A
sp
DELAYED
RESPONSE
sp
YOU
GET
sp
A
LOT
OF
REFLECTORS
sp
AND
sp
WE
HAD
ONE
COURSE
ONCE
AND
WE
sp
HAD
ALL
sp
HIGH
REFLECTOR
SCORES
AND
THAT
ACTUALLY
TOLD
US
A
sp
LOT
ABOUT
PARTICIPATION
COS
sp
PEOPLE
WEREN'T
DISGUISING
ANY
{OOV}
THEY
WERE
sp
THINKING
ABOUT
IT
{OOV}
COMING
IN
{OOV}
HAD
TIME
TO
CONSIDER
AN
OPINION
SO
THAT'S
A
REFLECTOR
THE
NEXT
ONE
IS
THE
THEORIST
AND
THE
HIGHEST
THAT
WE'VE
GOT
HERE
ARE
JOHN
AND
ANDY
{OOV}
AND
THIRTEEN
sp
MARIE
YOU
YOU'RE
POPULAR
ON
HIGHEST
SCORES
ON
REFLECTOR
AS
WELL
THAT
I
sp
MEAN
YOU
{OOV}
WHAT
DID
YOU
THINK
ABOUT
THAT
THE
ER
REFLECTOR
AND
sp
THE
ACTIVIST
{OOV}
ACTUALLY
{OOV}
SO
THE
THEORIST
SO
THE
THEORISTS
sp
ACTUALLY
sp
BEST
sp
FROM
sp
ACTIVITIES
WHERE
SOMETHING
CAN
sp
ACTUALLY
sp
GIVE
sp
THEM
sp
A
SYSTEM
A
MODEL
OR
A
THEORY
OR
A
CONCEPT
sp
SO
sp
WE'VE
GOT
ANDY
AND
sp
JOHN
AND
IT
WAS
sp
QUITE
sp
INTERESTING
sp
ANDY
sp
WHEN
YOU
WERE
SAYING
sp
WELL
WHOSE
WORK
IS
THIS
sp
BECAUSE
sp
YOU
{OOV}
sp
NOT
REALLY
BEHIND
SO
YOU
YOU
ACTUALLY
SCORED
THIRTEEN
ON
THAT
sp
ONE
IF
YOU
CAN
SORT
OF
sp
SAY
sp
WELL
THAT
HAS
BEEN
PROVEN
sp
THIS
sp
IS
sp
THE
RESEARCH
sp
THIS
IS
sp
THE
sp
SYSTEM
sp
THIS
sp
IS
sp
THE
sp
MODEL
sp
THEORISTS
ACTUALLY
ENJOY
sp
THAT
sp
BECAUSE
THEY
THINK
sp
WELL
THIS
ISN'T
JUST
SOMEBODY'S
GUT
REACTION
THIS
IS
sp
SOMETHING
sp
THAT
SOMEBODY
sp
SPENDS
A
LONG
sp
TIME
ACTUALLY
THINKING
ABOUT
IT
CONSIDERING
THEY
ACTUALLY
sp
LIKE
sp
WELL
ARGUED
A
SORT
OF
sp
ELEGANT
sp
PROTOTYPE
sp
CONCEPT
SO
IF
sp
YOU'RE
sp
GON
sp
NA
sp
PRESENT
sp
A
MODEL
sp
THEORY
sp
THEY
LIKE
sp
IT
SORT
sp
OF
WELL
THOUGHT
THROUGH
RATHER
THAN
A
HALF
BAKED
sp
AIRY
FAIRY
MODEL
THEORISTS
ARE
VERY
sp
STIMULATED
BY
SORT
OF
sp
QUITE
INTERESTING
sp
AND
NEW
IDEAS
OF
sp
CONCEPT
sp
BECAUSE
sp
ULTIMATELY
sp
A
LOT
OF
THEORISTS
sp
LIKE
sp
SORT
OF
sp
TO
BE
sp
INTELLECTUALLY
sp
CHALLENGED
THEY
LIKE
THINGS
THAT
THEY
NEED
TO
REALLY
SORT
OF
sp
STRETCH
sp
THEIR
sp
MINDS
sp
THEORISTS
LOVE
SORT
sp
OF
DEBATING
sp
CONCEPTS
sp
AND
sp
ARGUMENTS
THEY
DON'T
WANT
sp
TO
TO
WON'T
sp
ACCEPT
THEM
AT
FACE
VALUE
sp
THEY'LL
sp
ACTUALLY
CHALLENGE
sp
THEM
sp
AND
sp
ENJOY
THE
RATIONALE
sp
ENJOY
DISCUSSING
sp
THEM
sp
THEY
sp
WILL
sp
QUESTION
WE
HAVE
sp
SOME
sp
PEOPLE
ON
TRAINING
COURSES
WHO
COULD
TELL
THAT
THEY'RE
QUITE
sp
{OOV}
THEORISTS
COS
{OOV}
QUESTION
OF
CHALLENGE
IF
YOU
ACTUALLY
PUT
FORWARD
SOME
sp
IDEAS
THEY'LL
THEY'LL
QUESTION
THEM
NOT
IN
A
NEGATIVE
WAY
BUT
THEY
JUST
sp
WANT
sp
TO
KNOW
sp
WELL
WHERE
HAVE
THESE
COME
FROM
AND
WHY
AND
sp
WHY
IS
THIS
{OOV}
AND
ON
sp
YOUR
TRAINING
COURSES
sp
WHAT
THEORISTS
sp
WILL
sp
DO
sp
IS
sp
IF
YOU'RE
ACTUALLY
PUTTING
TOGETHER
FORWARD
AND
PROCESSING
PROCEDURES
THAT
C
U
FOLLOW
sp
THEY'LL
sp
QUESTION
WHY
THEY
sp
WON'T
JUST
ACCEPT
sp
IT
THEY'LL
sp
ACTUALLY
QUESTION
sp
IT
NOT
IN
THE
NEGATIVE
WAY
BUT
THEY'LL
WANT
TO
UNDERSTAND
IT
AS
WE
SAID
THEY
LIKE
sp
BEING
sp
STRETCHED
INTELLECTUALLY
SO
sp
IF
YOU
sp
CAN
sp
PUT
FORWARD
SOME
CONCEPT
THEORIES
sp
THEY
THEY
ACTUALLY
ENJOY
sp
THAT
THEY
LIKE
A
CLEAR
STRUCTURE
THEY'RE
LOGICAL
THEY'RE
sp
ANALYTICAL
AND
THEY
sp
WANT
sp
THINGS
sp
TO
sp
BE
sp
DELIVERED
IN
sp
SUCH
sp
A
WAY
sp
THEY
LIKE
ANALYZING
sp
AND
sp
THEY
sp
LIKE
sp
SORT
sp
OF
sp
PRACTISING
sp
OR
sp
GETTING
sp
INVOLVED
WITH
sp
COMPLEX
THINGS
sp
SORT
OF
COMPLEX
sp
PIECE
sp
OF
sp
WORK
sp
VERY
sp
THEY'RE
sp
REALLY
sp
HAPPY
sp
IN
sp
THE
sp
TRAINING
sp
SESSION
sp
TO
GET
INVOLVED
sp
WHEREAS
SOME
PEOPLE
IF
YOU
PUT
SOMETHING
VERY
HARD
THEY'LL
ACTUALLY
BACK
AWAY
FROM
IT
WON'T
THEY
COS
THEY
THINK
WELL
THIS
IS
NEW
I
DON'T
REALLY
UNDERSTAND
sp
THIS
WHEREAS
THEORISTS
sp
WILL
sp
AC
sp
THEY
ACTUALLY
ENJOY
sp
THEY
ENJOY
THE
STRETCH
THEY
sp
ENJOY
THE
CHALLENGE
sp
THOSE
TWO
sp
JOHN
sp
AND
sp
ANDY
sp
YOU
sp
WERE
sp
THE
sp
HIGHEST
sp
ON
THAT
JOHN
sp
WHAT
ARE
sp
YOUR
sp
VIEWS
sp
ON
sp
THAT
YEAH
ANDY
YEAH
I'M
ACTUALLY
sp
I'M
QUITE
HIGH
sp
ON
AS
sp
THEORIST
AS
WELL
sp
AND
sp
I
LIKE
TO
sp
WRITE
EVERYTHING
sp
OUT
IN
sp
FULL
AND
sp
I
sp
CLEAR
{OOV}
sp
STRUCTURES
sp
AND
IF
I
GO
sp
TO
sp
TRAINING
sp
SESSIONS
AND
sp
THEY'RE
sp
ALL
OVER
sp
THE
PLACE
sp
IT'S
SUCH
A
{OOV}
IN
sp
ABOUT
sp
FIVE
sp
MINUTES
AND
I
HAVE
TO
SAY
HANG
ON
A
MINUTE
{OOV}
IT
MIGHT
NOT
BE
STRUCTURED
sp
IN
sp
THE
WAY
THAT
YOU
LIKE
IT
sp
BUT
sp
YOU
CAN
ACTUALLY
LEARN
FROM
IT
AND
THE
LAST
ONE
IS
THE
PRAGMATIST
ERM
WE'VE
sp
GOT
MARK
JOHN
AND
sp
MARIE
WHO
HAVE
sp
COME
OUT
sp
QUITE
HIGH
ON
THE
ON
THE
{OOV}
THE
PRAGMATIST
sp
TH
sp
THE
TITLE
THAT
sp
YOU
sp
SUGGEST
WHAT
THE
SITUATIONS
YOU
sp
ACTUALLY
LEARN
BEST
FROM
AND
PRAGMATISTS
LIKE
sp
TRAINING
sp
ITS
sp
PRACTICAL
{OOV}
JOB
IF
sp
THERE'S
sp
GON
NA
BE
AN
EXERCISE
OR
A
{OOV}
THEY
LIKE
IT
TO
BE
A
REAL
LIFE
sp
PRACTICAL
SITUATION
sp
ALMOST
sp
LIKE
A
SIMULATION
OF
THE
JOB
RATHER
sp
THAN
SOMETHING
THAT'S
ER
FOR
EXAMPLE
sp
IF
sp
YOU
WERE
TO
DO
sp
A
CASE
sp
STUDY
sp
PRAGMATISTS
sp
WOULD
LIKE
IT
sp
BE
IN
AN
INSURANCE
RELATED
sp
CASE
sp
STUDY
sp
AND
sp
IT
sp
COULD
sp
BE
RELATED
TO
THEIR
JOB
VERY
{OOV}
IF
YOU
WERE
GOING
TO
SAY
A
sp
TRAVEL
INDUSTRY
sp
CASE
sp
STUDY
AND
{OOV}
INSURANCE
INDUSTRY
{OOV}
PREFER
IT
sp
TO
sp
BE
QUITE
PRACTICAL
sp
THEY
LIKE
TRAINING
sp
WHICH
THEY
CAN
ACTUALLY
APPLY
THAT
HAS
sp
PRACTICAL
sp
APPLICATIONS
sp
SO
SAY
IF
sp
YOU'RE
sp
THINKING
OF
SOMETHING
LIKE
ERM
MOTIVATION
STYLES
OR
SOMETHING
LIKE
THAT
sp
IF
YOU
sp
WERE
sp
GON
sp
NA
INTRODUCE
LOUNSLOW
I
sp
DU
N
NO
{OOV}
AT
sp
THE
sp
MOTIVATION
THERE
sp
ARE
sp
LOADS
sp
OF
THEM
ONE'S
LOUNSLOW
sp
ONE'S
HERTZBERG
sp
IF
YOU
WERE
sp
INTRODUCING
OUR
TRAINING
sp
TO
A
sp
PRAGMATIST
sp
WHAT
sp
WOULD
BE
ESSENTIAL
sp
IS
sp
YOU
COULD
ACTUALLY
sp
SHOW
sp
THE
PRACTICAL
sp
APPLICATION
OF
sp
IT
IF
YOU
JUST
PUT
FORWARD
sp
C
sp
V
AND
NO
PRACTICAL
APPLICATION
THE
PRAGMATIST
WOULD
SAY
WELL
THIS
IS
ALL
VERY
WELL
IN
THEORY
BUT
HOW
CAN
I
APPLY
IT
TO
MY
JOB
AND
IF
THEY
CAN'T
THEY
sp
THINK
WELL
WHAT'S
THE
sp
VALUE
sp
OF
sp
THIS
sp
THEY
ACTUALLY
sp
INVOLVE
sp
LIKE
PARTICIPATING
sp
IN
sp
TRAINING
sp
THAT
sp
THEY
CAN
sp
ACTUALLY
sp
TRY
OUT
sp
THE
TECHNIQUES
AND
THEY
AND
THEY
sp
CAN
TRY
OUT
sp
THE
TECHNIQUES
IN
THE
TRAINING
sp
AND
ON
sp
THE
JOB
AS
WELL
sp
THEY
sp
LIKE
THINGS
{OOV}
SATISFY
THE
PRAGMATIST
IF
sp
YOU
CAN
GIVE
sp
THEM
SOMETHING
sp
THAT
sp
THEY
CAN
sp
PUT
sp
IN
sp
PRACTICE
STRAIGHT
AWAY
O
ON
THE
JOB
IN
sp
THEIR
JOB
{OOV}
IF
YOU
SAID
WELL
sp
YOU
sp
CAN'T
APPLY
THIS
TIME
sp
YOU
sp
MAY
BE
sp
ABLE
TO
IN
sp
THREE
sp
YEARS
TIME
{OOV}
BUT
sp
PRAGMATISTS
sp
THEY
LIKE
sp
SOMETHING
THAT
sp
THEY
CAN
sp
TAKE
sp
AWAY
sp
AND
sp
THEN
sp
PUT
sp
INTO
PRACTICE
STRAIGHT
sp
AWAY
AND
THEY
CAN
TRY
OUT
THEY
LIKE
TRAINING
THAT'S
PRACTICAL
AND
THEY'RE
DEALING
WITH
REAL
sp
PROBLEMS
sp
REAL
sp
PROBLEMS
PROBLEMS
sp
THAT
THEY'RE
sp
CURRENTLY
sp
FACING
sp
OR
ISSUES
THAT
THE
COMPANY'S
FACING
THEY
LIKE
REAL
PROBLEMS
ACTIVATE
THINGS
ALTHOUGH
SOME
PEOPLE
ARE
QUITE
HAPPY
TO
JUST
BECAUSE
IT'S
TRAINING
sp
I
IT
sp
THEY'RE
QUITE
HAPPY
IF
IT'S
A
HYPOTHETICAL
SITUATION
COS
sp
THEY
THINK
WELL
I
sp
CAN
ACTUALLY
LEARN
FROM
THIS
I
sp
CAN
I
KNOW
sp
WHAT
THE
CONCEPT
STRUCTURE
sp
IS
I
CAN
sp
LEARN
sp
FROM
IT
THE
PRAGMATIST
sp
WANTS
IT
sp
TO
sp
BE
sp
THEY
sp
WANT
THE
STRUCTURE
THEY
ALSO
WANT
IT
TO
sp
APPLY
YOU
KNOW
sp
TO
REAL
LIFE
STUFF
THEY'RE
NOT
INTO
HYPOTHETICAL
sp
MADE
UP
sp
SITUATIONS
THERE
ARE
VALUATION
sp
FORMS
sp
THEY
USUALLY
sp
SHOW
THE
sp
{OOV}
ALL
VERY
sp
WELL
sp
{OOV}
MUCH
MORE
sp
{OOV}
TO
ERM
sp
{OOV}
GIVE
sp
AWAY
sp
OF
OF
sp
ER
THEIR
LEARNING
STYLES
RIGHT
SO
THOSE
sp
ARE
THE
sp
FOUR
sp
STYLES
WHAT
WHAT
WE
MUSTN'T
DO
sp
WITH
HONEY
sp
AND
MUNNFORD
IS
sp
JUST
TAKE
sp
THINGS
sp
AT
FACE
VALUE
sp
BECAUSE
sp
WHAT
HONEY
AND
MUNNFORD
sp
DID
IS
sp
THEY
ACTUALLY
sp
CARRIED
OUT
sp
INTERVIEWS
WITH
A
THOUSAND
sp
PEOPLE
AND
sp
WHAT
THEY
DECIDED
THAT
I
MEAN
THEY
CARRIED
OUT
INTERVIEWS
sp
WITH
ER
sp
LOTS
OF
PEOPLE
{OOV}
THOUSAND
AND
sp
THEY
sp
HAD
sp
A
GENERAL
sp
STUDY
sp
WHERE
sp
THEY
sp
CARRIED
OUT
sp
INTERVIEWS
WITH
sp
A
THOUSAND
sp
PEOPLE
sp
AND
WHAT
THEY
SAID
sp
WAS
sp
THAT
IN
sp
PARTICULAR
sp
WITH
sp
THE
sp
REFLECTOR
sp
A
L
sp
SOME
sp
SOME
sp
SCORES
sp
ARE
sp
NATURALLY
HIGHER
sp
THAN
sp
OTHERS
sp
AND
sp
THAT
sp
WHAT
WE
CAN'T
sp
DO
sp
IS
sp
JUST
sp
SORT
OF
sp
LOOK
AT
sp
THESE
sp
AND
sp
SAY
WELL
sp
THIS
IS
THE
sp
HIGHEST
SCORE
sp
THEREFORE
sp
I'M
MUCH
sp
MORE
sp
OF
A
sp
OF
sp
A
sp
REFLECTOR
sp
THAN
I
sp
HAVE
sp
OF
sp
I
AM
OF
sp
THE
OTHER
THREE
sp
ALL
sp
WE
ACTUALLY
NEED
sp
TO
sp
DO
IS
sp
COMPARE
OUR
SCORES
sp
AGAINST
THE
sp
GENERAL
sp
NORMS
sp
IF
sp
I
sp
SHOW
sp
YOU
sp
THE
GENERAL
sp
NORMS
IT
sp
MAKES
A
sp
LOT
MORE
SENSE
FOR
EXAMPLE
IF
YOU'VE
GOT
BETWEEN
sp
THIRTEEN
AND
TWENTY
FOR
sp
AN
sp
ACTIVIST
THAT'S
A
sp
VERY
sp
STRONG
sp
PREFERENCE
sp
HOWEVER
sp
FOR
A
REFLECTOR
A
sp
VERY
sp
STRONG
sp
PREFERENCE
sp
IS
sp
EIGHTEEN
sp
TO
TWENTY
sp
BECAUSE
sp
BY
NATURE
MOST
sp
OF
sp
US
sp
TEND
sp
YOU
KNOW
sp
MOST
sp
OF
sp
US
sp
TEND
TO
STAND
BACK
AND
THINK
SO
WHAT
WE
ACTUALLY
NEED
WHAT
WE
sp
WH
WHAT
sp
WE
CAN
SEE
IS
THAT
sp
WHEN
WE
sp
COMPARE
OUR
sp
SCORES
AGAINST
THE
GENERAL
NORMS
IT'S
A
MUCH
MORE
ACCURATE
PICTURE
OF
OUR
sp
LEARNING
STYLE
SO
WHAT
sp
WE
CAN
SEE
FOR
THE
ACTIVIST
NOUGHT
TO
THREE
IS
A
VERY
LOW
sp
PREFERENCE
sp
SO
sp
IRENE
HAS
sp
COME
sp
OUT
sp
AS
sp
A
A
sp
VERY
LOW
PREFERENCE
sp
ON
sp
THAT
FOUR
TO
sp
SIX
sp
IS
A
LOW
sp
PREFERENCE
SO
sp
THAT'S
SEVEN
sp
TO
sp
TEN
sp
IS
sp
THE
sp
SORT
OF
AVERAGE
SO
sp
THAT
ONE'S
THE
AVERAGE
THAT
ONE
ELEVEN
sp
TO
TWELVE
IS
A
STRONG
PREFERENCE
sp
SO
sp
JOHN'S
sp
COME
OUT
AS
STRONG
AND
THIRTEEN
TO
TWENTY
IS
A
VERY
sp
STRONG
sp
PREFERENCE
sp
SO
sp
THAT'S
sp
MARK
sp
AND
LOU
sp
YOU'VE
sp
ACTUALLY
COME
OUT
AS
VERY
STRONG
{OOV}
THE
REFLECTORS
THE
MEAN
HERE
IS
AT
THIRTEEN
THE
AVERAGE
{OOV}
IS
sp
THIRTEEN
THEY'RE
ALL
SLIGHTLY
HIGHER
sp
SO
EIGHTEEN
sp
TO
sp
TWENTY
WOULD
sp
BE
A
VERY
STRONG
WHEREAS
THE
OTHERS
HAVE
JUST
COME
OUT
FIFTEEN
TO
sp
SEVENTEEN
WHICH
sp
IS
STRONG
sp
YOU'VE
sp
ACTUALLY
COME
OUT
FAIRLY
STRONG
THERE
BECAUSE
THE
sp
HIGHEST
sp
SCORE
FOR
ANYTHING
IS
TWENTY
THAT
THAT
sp
THAT
IS
HIGH
BUT
THEN
{OOV}
AGAIN
sp
IS
sp
VERY
sp
HIGH
sp
{OOV}
THE
sp
ACTIVIST
WE
sp
DON'T
ON
THE
COURSES
WE
DON'T
SEE
MANY
sp
ACTIVISTS
sp
COMING
OUT
AS
HIGH
AS
sp
FIFTEEN
sp
OR
SIXTEEN
THEY
ARE
{OOV}
THE
THEORIST
IS
QUITE
IN
LINE
REALLY
sp
WITH
THE
REFLECTOR
sp
THE
AVERAGE
sp
THERE
IS
sp
ABOUT
TWELVE
AND
sp
A
sp
HALF
sp
SO
sp
SIXTEEN
sp
TO
TWENTY
WOULD
sp
BE
THE
VERY
STRONG
ON
THAT
NO
ONE'S
ACTUALLY
NO
ONE'S
ACTUALLY
GOT
THIS
sp
FOURTEEN
TO
FIFTEEN
sp
IS
STRONG
NO
sp
ONE'S
sp
GOT
THAT
sp
ELEVEN
TO
TWELVE
sp
SO
YOU'RE
REALLY
sp
SORT
OF
MODERATE
PREFERENCE
IT'S
sp
NOT
A
IT'S
sp
NOT
A
sp
STRONG
sp
PREFERENCE
{OOV}
A
MODERATE
PREFERENCE
AND
THEN
sp
THE
sp
PRAGMATIST
AGAIN
THAT'S
sp
QUITE
sp
HIGH
VERY
sp
STRONG
PREFERENCE
IS
SEVENTEEN
TO
TWENTY
sp
AND
AGAIN
JOHN
{OOV}
EDGE
OF
THAT
sp
WHAT
sp
WHAT
WE
sp
NEED
TO
DO
WE'VE
GOT
A
HANDOUT
FOR
sp
YOU
ON
sp
THIS
SO
YOU
CAN
SPEND
MORE
TIME
LOOKING
AT
sp
YOURSELF
sp
OR
WHAT
YOU
NEED
TO
sp
DO
IS
YOU
NEED
TO
sp
COMPARE
YOUR
SCORES
AGAINST
THOSE
RATHER
THAN
JUST
sp
TAKE
THE
HIGHEST
sp
ONE
RIGHT
sp
FOR
sp
THE
PRAGMATISTS
IN
THE
GROUP
sp
WE
WANT
TO
DO
SOMETHING
PRACTICAL
{OOV}
LEARN
FROM
THAT
ERM
SO
WHAT
DOES
THAT
sp
TELL
US
ABOUT
TRAINING
sp
FROM
THE
TRAINING
{OOV}
WHEN
WE'RE
TRAINING
OTHERS
AND
WHAT'S
THE
SORT
OF
PLUS
OR
THE
DANGERS
ON
THAT
YEAH
SO
sp
WHAT
sp
DO
YOU
NEED
TO
DO
AND
THAT'S
WHY
THIS
IS
VERY
INTERESTING
sp
FOR
YOU
BECAUSE
YOU
NOW
sp
KNOW
sp
WHAT
YOUR
PREFERENCE
IS
AND
WHAT
YOU
NEED
sp
TO
THINK
sp
ABOUT
IS
THAT
sp
I
MAY
BE
A
VERY
HIGH
REFLECTOR
BUT
I
CAN
SEE
THERE'S
sp
THERE'S
sp
LOU
IN
PARTICULAR
WAS
A
VERY
STRONG
ACTIVIST
AND
WHEN
I
PUT
sp
THEM
sp
TOGETHER
TRAINING
I
NEED
TO
ENSURE
THAT
IT'S
NOT
THE
WAY
sp
I
LIKE
TO
sp
LEARN
IT
sp
IS
A
BALANCED
APPROACH
sp
OTHERS
CAN
ALSO
GAIN
sp
I
NEED
TO
sp
ENSURE
THAT
OTHERS
GAIN
FROM
THIS
sp
WHAT
sp
ELSE
IS
IT
THAT
IT
TELLS
YA
sp
HOW
CAN
sp
WE
sp
ACHIEVE
A
BALANCE
{OOV}
WHAT'S
THE
sp
IDEAL
sp
BALANCE
{OOV}
sp
YEAH
YEAH
YEAH
WE
NEED
TO
GET
A
COMBINATION
sp
OF
sp
ALL
FOUR
SO
HOW
COULD
WE
GET
A
sp
COMBINATION
OF
ALL
FOUR
sp
USING
A
PRACTICAL
EXAMPLE
YEAH
YEAH
sp
YEAH
YEAH
THERE'S
ONE
OTHER
TO
GET
sp
THE
IDEAL
SESSION
sp
THAT'S
sp
WHAT
WE
NEED
WE
NEED
A
WE
NEED
AN
EXERCISE
WE
NEED
PARTICIPATION
AND
MARTIN
WAS
sp
SAYING
sp
THAT
EARLIER
sp
THAT
sp
ESSENTIAL
sp
ANYWAY
COS
PEOPLE
LEARN
BEST
BY
DOING
WELL
WE
NEED
sp
ACTIVITY
sp
AND
WE
sp
NEED
sp
TO
MAKE
IT
PRACTICAL
TO
SATISFY
THE
PRAGMATIST
sp
TO
REAL
LIFE
ISSUES
PROBLEMS
THINGS
sp
THAT
{OOV}
sp
ON
sp
THE
JOB
sp
WE
sp
NEED
sp
THE
sp
THEORY
CONCEPT
{OOV}
BEHIND
sp
THE
METHOD
AND
WE
NEED
sp
TO
BUILD
IN
{OOV}
THAT
PEOPLE
CAN
THINK
DIGEST
ANALYZE
BECAUSE
sp
AS
WE'VE
SEEN
sp
BY
NATURE
MOST
OF
US
sp
HAVE
HIGHER
REFLECTOR
sp
SCORES
THAN
WE
DO
THE
sp
PRAGMATIST
AND
sp
THE
sp
REFLECTOR
ARE
HIGHER
THAN
sp
THE
THEORISTS
AND
THE
sp
ACTIVISTS
sp
ALL
sp
HAVE
sp
A
sp
TENDENCY
{OOV}
RIGHT
sp
JUST
ONE
sp
LAST
sp
THING
THAT
WE
NEED
TO
THINK
ABOUT
IS
THAT
AS
sp
I
SAID
sp
WITH
sp
THE
sp
WITH
THE
LEARNING
STYLES
THERE'S
sp
NO
RIGHT
OR
WRONG
sp
YOU
KNOW
sp
IT
DOESN'T
MEAN
TO
SAY
THAT
YOU'RE
sp
WRONG
BECAUSE
YOU
LIKE
TO
sp
HAVE
A
sp
GO
OR
JUMP
IN
AND
YOU'RE
NOT
WRONG
IF
YOU
LIKE
TO
HAVE
TIME
TO
SPEND
sp
THERE
ARE
sp
NO
RIGHT
OR
WRONG
STYLES
AND
ALSO
WHAT
WE
CAN'T
sp
ASSOCIATE
THE
STYLES
sp
WITH
WHICH
PEOPLE
TRY
TO
DO
SOMETIMES
IS
THEY
TRY
AND
IDENTIFY
THE
INTROVERTS
sp
AND
sp
EXTROVERTS
I
MEAN
YOU
CAN'T
sp
DO
sp
THAT
THERE
IS
sp
NO
sp
CORRELATION
sp
BETWEEN
YOU
CAN'T
SAY
THAT
ALL
THE
sp
ACTIVISTS
ARE
EXTROVERTS
sp
COS
{OOV}
ARE
ACTUALLY
sp
QUITE
{OOV}
sp
ABOUT
sp
THE
WAY
sp
THEY
BUT
sp
THEY
DO
sp
LIKE
TO
sp
HAVE
sp
A
sp
GO
AND
sp
IT
sp
DOESN'T
SAY
sp
ALL
sp
THE
sp
REFLECTORS
sp
COS
sp
THEY'RE
sp
SITTING
sp
BACK
AND
THINKING
sp
AND
sp
THEY'RE
ACTUALLY
sp
QUIET
REFLECTORS
sp
RIGHT
SO
sp
THAT'S
ALL
WE
WANT
TO
sp
LOOK
AT
sp
WITH
REGARDS
LEARNING
STYLES
I
THINK
THE
KEY
THING
sp
TO
sp
REMEMBER
IS
THAT
WE
MUSTN'T
FALL
INTO
THE
TRAP
BECAUSE
IT'S
sp
OUR
sp
LEARNING
sp
STYLE
IF
sp
WE
sp
ACTUALLY
PUT
TOGETHER
OUR
TRAINING
WHICH
REFLECTS
sp
OUR
sp
STYLE
sp
SO
sp
AS
YOU
SAID
THE
sp
DANGER
IS
THAT
IT'S
sp
NOT
BALANCED
FOR
OUR
DELEGATES
sp
AND
THE
IDEAL
IS
sp
THAT
WE
sp
WANT
sp
THE
sp
COMBINATION
OF
ALL
FOUR
SO
IF
YOU
THINK
sp
BACK
NOW
sp
AT
sp
TIMES
WHEN
YOU'VE
DONE
A
sp
TRAINING
SESSION
AND
YOU
sp
THOUGHT
sp
I
CAN'T
sp
UNDERSTAND
sp
WHY
THAT
sp
DIDN'T
WORK
YOU
KNOW
I
sp
WORKED
sp
REALLY
HARD
sp
{OOV}
THIS
MAY
ACTUALLY
sp
REVEAL
SOMETHING
TO
YOU
YOU
DID
WORK
sp
REALLY
sp
HARD
AT
sp
IT
AND
YOU
PUT
IT
TOGETHER
sp
JUST
THE
WAY
THAT
YOU
WOULD
LIKE
sp
TO
RECEIVE
IT
sp
BUT
IT'S
sp
NOT
{OOV}
IT
JUST
sp
THE
sp
WAY
sp
THE
sp
DELEGATES
sp
WOULD
ACTUALLY
HAVE
sp
LIKED
sp
TO
HAVE
SEEN
IT
sp
DONE
AND
sp
THAT'S
WHY
WHEN
WE
EXPERIENCE
DIFFERENT
PEOPLE'S
TRAINING
YOU
GET
DIFFERENT
SORT
OF
sp
VIEWS
AND
FEELINGS
FROM
IT
BECAUSE
THEIR
sp
LEARNING
STYLE
sp
IS
ACTUALLY
PUSHING
THROUGH
SOMETIMES
sp
SOMETIMES
IT
SUITS
US
AND
sp
SOMETIMES
sp
IT
DOESN'T
SO
IF
sp
YOU
CAN
sp
GET
sp
THE
sp
BALANCE
AND
YOU
CAN
sp
GET
sp
ALL
FOUR
ALSO
WHAT'S
INTERESTING
AS
sp
WELL
IS
IF
sp
YOU'VE
GOT
A
sp
VERY
LOW
sp
SCORE
AT
sp
SOMETHING
sp
IT
MAY
BE
THEY
THINK
sp
WELL
sp
PERHAPS
sp
I
NEED
sp
TO
DEVELOP
sp
THAT
IF
I
sp
DON'T
sp
APPARENTLY
sp
LEARN
sp
A
LOT
FROM
GETTING
sp
AND
sp
HAVING
A
sp
GO
PERHAPS
I'D
ACTUALLY
LEARN
MORE
sp
IF
sp
I
CAN
DEVELOP
THAT
{OOV}
MORE
ENJOYMENT
FROM
THAT
AND
I
CAN
SEE
sp
THE
sp
BENEFIT
sp
FROM
IT
IS
IT
POSSIBLE
TO
DEVELOP
sp
{OOV}
NO
sp
NO
THERE
ARE
NATURAL
WE
ALWAYS
sp
HAVE
sp
A
STRONG
PREFERENCE
FOR
sp
SOMETHING
sp
BUT
sp
WE
sp
CAN
sp
ACTUALLY
sp
DEVELOP
sp
THEM
sp
JUST
LIKE
MANAGEMENT
sp
STYLE
sp
WE
sp
HAVE
sp
A
sp
STRONG
PREFERENCE
FOR
sp
FOR
ONE
sp
STYLE
BUT
IT
sp
IS
sp
SOMETHING
sp
THAT
sp
WE
sp
CAN
sp
LEARN
CAN
GET
MORE
{OOV}
AND
TRY
AND
sp
RATIONALE
sp
{OOV}
sp
SORT
OF
LIKE
sp
THEORETICAL
sp
WE
CAN
TRY
AND
RATIONALIZE
sp
WHAT'S
sp
PERHAPS
HAPPENING
IS
sp
THAT
IN
sp
SITUATIONS
sp
WHEN
sp
WE'RE
NOT
GAINING
A
LOT
AND
IT
sp
COULD
sp
BE
sp
THAT
sp
IT'S
sp
BECAUSE
IT'S
HAD
A
LOT
sp
OF
ACTIVITY
sp
{OOV}
AND
WE
CAN
ACTUALLY
GAIN
MORE
sp
FROM
IT
sp
WE
sp
CAN
RATIONALIZE
IT
AND
ANALYZE
IT
sp
BECAUSE
IF
WE
CAN
ENJOY
IF
WE
CAN
BECOME
MORE
BALANCED
{OOV}
ACTUALLY
BALANCE
OUR
TRAINING
sp
DOESN'T
sp
IT
I
sp
KNOW
WHEN
I
sp
FIRST
sp
CAME
sp
INTO
TRAINING
sp
I
WAS
sp
REALLY
HIGH
ON
ER
DRUGS
{LG}
DRUGS
YEAH
WOULD
OF
sp
MADE
THE
JOB
A
sp
LOT
EASIER
{XX}
MIGHT
HAVE
sp
BEEN
HIGH
ON
DRUGS
I
WAS
sp
ACTUALLY
QUITE
LOW
ON
THE
ACTIVISTS
AND
sp
HIGHER
ON
THESE
THREE
BUT
I
sp
MANAGED
TO
sp
WONDER
SOMETIMES
WHERE
I
WORKED
EVER
SO
HARD
ON
A
SESSION
I
CAN'T
REALLY
CAN'T
UNDERSTAND
sp
YOU
KNOW
WHY
IT'S
NOT
GOING
VERY
WELL
sp
AND
I
THOUGHT
sp
WELL
sp
WHEN
sp
I
THEN
WATCHED
sp
OTHER
PEOPLE
DO
SOMETHING
THAT
sp
HAD
A
LOT
OF
ACTION
I
THOUGHT
WELL
sp
WHY
DID
THEY
LIKE
sp
THAT
sp
MORE
AND
I
NEVER
sp
I
sp
DIDN'T
sp
KNOW
sp
{OOV}
BUT
sp
I'VE
ACTUALLY
LEARNT
THAT
YOU
HAVE
TO
sp
PUT
sp
ACTIVITIES
IN
COS
sp
YOU
YOU
KNOW
sp
YOU
DO
GET
sp
PEOPLE
sp
WITH
A
VERY
STRONG
ACTIVIST
PREFERENCE
sp
DO
YOU
FIND
sp
PEOPLE
sp
{OOV}
ERM
sp
YOU
sp
MAY
sp
THINK
sp
THAT
sp
THERE
WILL
BE
SOME
WHO
HAVE
A
STRONG
PREFERENCE
TH
THEY
THEY
sp
LIKE
sp
ACTIVITY
ERM
sp
AND
WHAT
YOU
CAN
ACTUALLY
DO
sp
IF
sp
YOU'RE
VERY
INTERESTED
IN
LOOKING
WHAT
HONEY
sp
AND
MUNNFORD
HAVE
DONE
IS
THEY'VE
ACTUALLY
TAKEN
sp