Sales Training Games

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; Prepara