Now that we are approaching the end of the year, you are probably looking ahead to your professional development plans for 2016. As you work on your plan, you note that it includes attending a seminar or training program to sharpen your skill or knowledge in a particular area. Let’s say this program costs $650 to register and you would like your company to sponsor you. How would you approach your boss? Here’s one way:
“Mrs. Stanton, I need you to write a check for $650. Why? Because I need to attend a class”
I would not recommend this approach. I have found it has a low batting average. Let’s try another one:
“Mrs. Stanton, in my latest review you challenged me to strengthen my communication skills. We both agreed that I need to be more effective at selling my ideas, and need to build more confidence in that area. I have found a training program that I believe will help me sharpen these skills as well as my productivity. It will require that I spend time outside of my working hours. If I were to take this training on my own time, would you consider sponsoring me by paying for my registration fee?”
I could ask you which one has a better chance of success, but I already know. It is the second one. The reason I know is that earlier in my career I made a living selling enrollments in training seminars. It was a lot easier to enroll them if the company was willing to sponsor them. After talking to individuals and getting their commitment to enroll in the course, I would coach them on how to approach their boss. Remember these three steps:
Refer to a common need. (What’s in it for them?)
State that you have found something you would like to commit to that will address that important need.
