Most companies treat the sales process simply as a life and death moment or alternatively they do not put much time into it at all but the reality is that selling is like a sport. The more you practice the more you will learn about your craft and the better you will become at it. If you are the companies organisational sales manager it is essential that you invest time with your sales team and to help them to develop their skills using sales games. In this article we will look at some simple sales games you can use with your sales teams to enhance their skills.
When you start out in the sales training process the first most important game or activity to play with your staff is to have them introduce themselves to each other. The introduction process makes or breaks most sales processes. In fact research has shown that most sales will be achieved or lost in the first ten seconds of meeting with the client.
The first step in this game is to have each of your sales staff pair up with another member of the sales team.
Have each member of your team deliver their introduction that they would give when they meet a new client. Once each person has done that, have the listening person give the introduction they have just heard.
Why would I want to have a sales person do that?
The key skill in sales is NOT talking, it is in fact listening. This activity is as much about developing your listening skills as your speaking skills.
I am sure you have heard the old adage, god gave you two ears and one mouth for a reason, yet many sales people still believe that they have to be able to out talk the client. This is a dangerous belief and that is why we need to educate our sales staff through this exercise on how important listening is.
The second sales game is to have your sales staff present a presentation on one of their products they sell. Your team should listen to the presentation and look at whether the salesman has addressed the three key areas:
1. What are the Advantages of Your Products
2. What are the Benefits of your Products
3. What are the Features of your products
At the end of all the presentations, you then need to randomly select another staff member to give the presentation on the target product.
Once again to train the salesman to be listening to everything that goes on and not just focus on their own presentation or agenda. Unless you are in an industry in which you are the only supplier, your staff will have to address from the customer why your product is better than your competitors. If you are focused on just your products then you are losing a great opportunity to know how to state why your products are better or maybe they aren’t.
Every week during your sales meeting you need to be investing in using sales games as part of you coaching plan and in doing this it will help your staff develop their sales skills and to be more effective in the sales process.
If you would like some assistance in developing a sales training program then contact Chris Le Roy and he will be happy to come out and help you to develop a Free Sales Training and Coaching program for your staff. To make a free obligation meeting call 1800 66 00 00 or check out his sales courses available.