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Sales training games

By Edited Sep 28, 2016 0 1

Sales skill training games expanding your potential

There are numerous amazing and beneficial sales training games available completely for free for those people interesting in improving themselves. Below are 5 examples of such games to get you started.

Sales training games: the game of William Shakespeare

The game is referred to as ‘selling to William Shakespeare’ where the delegates are given the challenge of selling a writing quill to Shakespeare. The briefing which is given to the participants asks them to think about what concerns they will need to consult, the advantages to Shakespeare of owning a quill and any objections they think they should overcome.

Give the participants around 15 minutes to get ready with their presentation which must include each and every member of the group. The sales presentation itself really should not be extended longer than 5 minutes. The participants then approach Shakespeare and try to convince him with their presentation. Shakespeare is usually played by the trainer.

Sales training games: open vs. close questions

There is a game to demonstrate the benefit of open vs. closed questions. Referred to as "What have I received in my pocket?" the participants had been permitted 10 closed questions to establish what the hidden item was in the trainer’s pocket. It makes sense not to use common items such as keys or cash as they are going to be guessed quite rapidly. As a result, in most cases, the participants virtually never were able to derive what the hidden item was.

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Next step is to demonstrate the strength of the open ended questions. Now they are allowed ten open questions to determine the hidden item and in most games you will find that the participants will need only three or four open ended questions to come to the correct conclusion and, moreover, it only takes about five minutes and provides folks a good demonstration of the power of open questions when you are looking to retrieve info from a person. (Note that there must be one rule which states that they are not allowed to inquire directly "What is the hidden item?").

Sales training games: focusing on customer needs

You give the participants an object/service to promote which is different from the kinds of objects / services they are normally used to in their everyday life. For young sales people it could be a child’s toy for example.

One person must be the buyer and give a really quick outline of their needs. For example: "I have to purchase a toy for my nephew who is six. I want something that it not easily breakable, but is fun and has an educational value". All other participants then have to offer that object/service focussing around the buyer’s requirements in the following way:

To start the selling process the first person provides a characteristic such as "this toy has three distinct modes which can easily convert into one another" and then he or she must pass onto the subsequent participant who has to add an advantage such as "which indicates that, he won't get bored quickly". It then will get handed to the third person who provides an additional characteristic, and the fourth then provides the corresponding advantage, all along matching the customer’s needs.

All of this happens rather fast and requires the participants to think quickly on the go, so it trains them to keep the customer’s needs in their active memory and quickly process the new input in view of those needs rather than the actual features of the object or service itself.

As the game is rather quick, the trainer can then swap the customer to another participant and pick another object or service.  Also important to note that the fast-paced action keeps the energy levels high, so it is important that trainer monitors the speed, so participants do not get bored.

Sales training games: learn the need before you sell

A very simple and easy game is to offer a pen and request the participants to give it a try at selling it to you, the trainer. In most games you will be able to observe that most participants will pick on a function of the pen such as the clip, saying that it is a nice feature which means you do not lose the pen or the image the pen conveys to ensure that it reflects nicely on you or that it writes nicely, etc. Sure, this does show the creativity of the participants to come up with all kinds of practical reasons for you to buy the pen, but this is not the purpose of the exercise. Instead, when they give all these reasons the trainer should smile and say that he is not interested.

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Once the participants are finished and probably frustrated from the exercise you, the trainer, tell them that you actually desired the pen to prop the door/window open. The lesson then is that you can't expect to promote something successfully until you've established the actual needs of the customer.

This sales training game can also be twisted to show selling potential where by discovering more of the customer needs you are able to sell not only the original request but also an additional product or service.

Sales training games: asking the right questions

First the trainer pre-prepares a number of price lists for an imaginary company with a certain type of products which have a variety (example: toys or cars). The trainer then hand out the price lists to the participants and request them to spend a minute studying the paper and the products displayed on it.

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The trainer, who plays the buyer, then asks each and every individual questions about the types of objects which this imaginary company sells. As an example, the trainer could ask: “Do you sell any robot-like toys?” or “Do you produce any educational board games?”. The trainer should go around the room asking these types of questions to all the participants.

What the trainer should be looking for is for people to move away from simple answers like “we do” or “sure, how many do you need”. The participants should ideally try to probe the trainer with in a smarter way concerning the questions in order to discover the true needs of the “buyer”.

Sales training games: videos

Sales Tips - Open and Closed Questions

3 Winning Sales Tips from Pennsylvania Sales Expert Scott Payne

Sales Training: Start Selling Quit Blaming

Related article: Sales techniques tips

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Comments

Feb 15, 2015 8:33am
Millsy36
Learning the need before you sell is so important yet so often missed. I like how there is a lot of emphasis on that in these methods for training new recruits.
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