Sales Training Activities Collection

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Overview

Sales training activities are essential for a productive sales team. There is much more to effective selling than just having a pitch and closing. With HRDQ's Sales Training Activity Collection, sales managers and trainers can help their employees develop better skills which will allow then to earn more wins.
This program addresses a full range of skill areas including:
  • Building rapport - Creating a connection between people
  • Improving communication - Developing a better way to work with others
  • Goal setting - Setting goals and a working on a plan to reach them
  • Achievement planning - Creating a plan for how to make achievements that lead to goals
  • Improving questioning techniques - Being able to ask better questions to the client to serve their needs
  • Priority setting - Knowing which is the most important task at hand every day
  • Analysis - Looking at one's work and analyzing what is working and what isn't
  • Developing persuasive and creative skills - Developing these skills helps with creative sales opportunities
  • Lateral thinking - Thinking with a creative approach to solving problems
  • Teamwork - Making a better effort to work as a team and focusing on team goals
  • Quick thinking - Doing on-the-spot thinking and decision making is crucial
  • Organizing - Keeping all task organized and documents sorted
  • Negotiating - Having conversations to come to an agreement
  • Identifying customer needs - Asking and knowing what a customer wants and delivering on it
  • Self-confidence and positive attitude - Gaining confidence and positivity will help close sales
  • Injecting dynamism into presentations - Being a dynamic presenter will make more of an impact

How it Works

Develop your sales, customer service, and other staff with this mix of over 80 activities that are transferable across all types of organizations and sales situations. The activities range from simple skill boosters and energizers to role plays and case studies.
The program addresses the following 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

Tips on Using this Training Program

  • Use the Exercises With Confidence. All of the activities and games in this manual have been developed and used in professional training courses and seminars and are proven to be effective in different types of courses and with a variety of participants.
  • Be Flexible. Because of the open content style, the activities are suitable for most types of organizations and training courses. This approach also makes them easy to adapt to your needs. The trainer may want to experiment and develop their own variations of these activities and games. They will also find that because of the open-content nature of the activities, they will vary slightly in execution, with different groups having different reactions and results.
  • Structure the Training. By mixing different formats to cover the same points, the trainer can greatly increase learning retention and effectiveness. People will have different preferences and gain more from changing these formats during a course.
  • Take Notes and Adapt. Don't be afraid to customize or edit these activities to suit one's own style of training better as you gain experience in running them. Make notes in the margin while preparing the course or during it in order to remember the points for next time.
  • Train, Don't Talk. Most of the trainer's time is spent not telling people what to do but trying to get them to do what they already know. These activities and games are designed to help people learn, and the trainers should let them. Observe the learners and offer help when asked, but let them do the learning. 
Sales Training Activities 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
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
  • Mental Rehearsal
  • Thirty-Second Presentation
  • Preparation
  • Sales Skills
  • Sales Analysis
  • Sales Activity
  • Sales Questions
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