SALES TRAINING ACTIVITIES
by Graham Roberts-Phelps
Sales training isn't just for sales reps anymore - customer service and other support staff can also benefit from developing selling skills! Support all of your sales training needs with Sales Training Activities, a mix of over 80 ice breakers, role plays, games, and exercises that are the perfect addition to any type of sales training.
Relevant to all types of industry and personnel, Sales Training Activities focuses on universal sales knowledge and skills - skills that are completely transferable across all organizations and situations. In fact, most of the activities use an "open content" approach, meaning that participants use their own examples and experiences as the main subject.
Uses for Sales Training Activities
The open-content style of the activities makes the exercises suitable for most types of organizations and training courses. By mixing at least 3 different formats (working in small groups/pairs, as individuals, and in the group as a whole) to cover the same points, you can greatly increase learning retention and effectiveness.
Sales Training Activities For Sales Managers & Trainers addresses a full range of skill areas including:
- Building rapport
- Improving communication
- Goal setting
- Achievement planning
- Improving questioning techniques
- Priority setting
- Analysis
- Developing persuasive and creative skills
- Lateral thinking
- Teamwork
- Quick thinking
- Organizing
- Negotiating
- Identifying customer needs
- Self-confidence and positive attitude
- Injecting dynamism into presentations
- And more
Product Contents
- Step-by-step facilitator guidelines
- Overview of the activities and exercises
- Learning objectives
- Reproducible participant materials
- Tips and ideas
Activities include:
Icebreakers and Energizers:
- Gift of Gab
- Personal Introductions with a Twist
- Three-Letter Words
- Acronym Quiz
- Human Bingo
- Jargon Quiz
- Three Things in Common
- Hot Potato
- 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 Crosswords
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:
A collection of trigger questions, tasks, and ideas to liven up any training or coaching session.
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, and Mental Rehearsal.