I’m sure, like me, you’ve encountered sales training exercises that are less than inspirational, and yet, for sales training to be effective, it needs to make an immediate and lasting impact.
Here are some suggestions of games you can include in your sales training programmes that will make an impact and allow the team to have fun along the way.
1. Sell me this pen
This one’s an “oldie but goodie”
The challenge could involve picking anything in the room or office. Task your sales team with identifying what the problem is to which the obscure item is the solution. Then, in a mock selling situation with a prospect (either another team member person or someone on the training team), have the sales person try to get the prospect to identify the need themselves, and provide the solution (in this case, the obscure product).
2. Match the product to the person
This is a great way for new sales people to get to grips with your products if your business sells multiple products, software, or upgrades. Make a list of the key ones and then write out a one or two-sentence scenario where a potential customer would benefit from it.
Shuffle both lists and have salespeople match the problem to the solution so they can determine when someone is a good candidate for a certain solution.
3. What’s a [Company/product name]?
This one encourages sales people to develop effective elevator pitches that they can instantly recall. Inform the sales team that the rest of the company has been instructed to (at any time during the work day) approach the sales team and ask, “What’s a … “, followed by the name of your company, your product, or your software.
Without hesitation, salespeople should be ready to explain what it is that they are selling in a concise, convincing, and clear way. This is especially true if your company sells complex software or if it’s a newer, lesser-known company.
4. Product quiz
Quiz new recruits on between five and ten different categories, with each category containing five questions of increasing difficulty and points value. This works well with a big onboarding class or for retraining an existing sales team.
5. Next logical question
Role play as a prospect and have the sales team take turns asking the next logical question following the statement you’ve made.
For example, a the sales person might ask “What made you reach out for more information?” You would then express a common problem a potential customer might look to your company to solve. Then, the sales person needs to figure out the best question to ask in response to that need.
If the answer is all wrong, or if there is a silence in the room, you get to chime in and give guidance on what could be asked. Keep track, and the person who asks the most logical next questions wins.
Training of any kind needs to be impactful.
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