Sales Training Games: For Sales Managers and Trainers

by Roberts-Phelps,Graham

• ISBN13: 9780566082061
• ISBN10: 0566082063
• Edition: 1st
• Format: Hardcover
• Copyright: 2000-01-28
• Publisher: Ashgate Gower

Summary

Selling is a skill that should not be limited to sales staff. Customer service, or other support staff, could all benefit from developing an awareness of and an ability to sell to customers. Also, the opportunity for developing those skills should not be limited to sales training workshops.Here, at last, is a mix of over 80 games, exercises and ideas that can be used to develop sales, customer service and other staff. They range from simple 'skill boosters' for coaching sessions or team meetings, through icebreakers, energizers and selling quizzes to full blown role plays and case studies.The principle at the heart of all the material is that games and exercises should be generic - transferable across different organizations and sales situations - and that they should use an 'open content' approach. This means that participants must supply their own examples and experiences, to make the material immediately and completely relevant.This collection of games and exercises will enable sales managers or trainers to:- develop their people with confidence, secure in the knowledge that all of the material has been thoroughly road-tested on courses and seminars;- ensure a flexible approach, varying their pace or style in response to the subject matter and their audience;- reinforce the learning, using different formats of exercise to cover the same learning points;- train (rather than talk), using the material to encourage people to start using what they already know.

Table of Contents

Introduction

Summary of games

Ice-breakers and Energizers: Gift of the gab

Personal introductions with a twist

Three-letter words

Acronym quiz

Human bingo

Jargon quiz

Three things in common

Cricket Practice

Ten questions about you

Sales graffiti

Euroland quiz

Subject Breakers: Helping buyers to buy

Sales presentation - do's and don'ts

Customer-focused selling

Cold calling blues!

The sales factory

Who or what won the sale?

Nothing happens until someone sells something

Models and Methods: Setting your own goals

Key questioning skills

Selling benefits

Most common objections

Closing questions

Pipeline planning

Customer fact-find

Selling by telephone

Rent payers and sleeping giants

The John Todd formula

Quizzes and Questionnaires: Product knowledge

Company knowledge

Presentation skills

Questioning skills

Rapport-building

Objection handling

Sales time management

Prospecting

Group Energizers: Discussion group

What do you like about selling?

The easiest job in the world!

Personal sales history

Pirate raid

My greatest sale

My worst sales appointment

Top five sales qualities

Selling paper clips

Wordsearches and crossword

Problem-solving and Planning: Boss for a day

Who killed the sale?

Cost-effective PR

SWOT analysis

Sales improvement brainstorm

Referral planning

The sales doctor

Persuasive writing skills 1

Persuasive writing skills 2

Preparing for a sales call

Role Plays, Practice Sessions and Case Studies: Appointment making

Thirty-second presentations

Chance encounter

Negotiation skills

Needs analysis

Think positive!

The big presentation

Telling is not selling

Presenting with power

Closing and trial closing

Skill Boosters: Buying signals

Closing questions

Sales success formula: E=MC2

Increasing order size

Follow up

Sales pipeline

Referrals

Time wasters

How to double your sales

Success definition

Goal setting

Lost sales opportunity

Best customers

Thirty-second presentation

Preparation

Sales skills

Sales analysis

Sales activity

Sales questions

Mental rehearsal

Answers

Further reading

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