| Learning from the Best(Growth Engineer 2 Sales Person)
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| Create a Company(Growth Engineer 2 Sales Person)
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| Handling Approaching Objections(Growth Engineer 1 Starter)
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| Make a Sale of New Skills(Growth Engineer 1 Starter)
To help representatives decide on what skills they wish to develop during the
course, improve interviewing skills, and reinforce the training following the
class.
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| Mission Impossible(Growth Engineer 1 Starter)
To foster a sharing of ideas around account penetration.
This is also a great exercise to get participants to focus tightly on a single aspect of the sale.
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| Sharing War Stories(Growth Engineer 1 Starter)
Every sales representative has his or her share of “war stories.” These can be helpful if channelled correctly. This exercise will allow participants to communicate their stories and you, the sales manager, to maintain control.
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| Its Your Business!(Growth Engineer 1 Starter)
At times sales people can get negative about your company or its products. This exercise is useful in getting the class to realise how fortunate they are to have the support of a company behind them supporting them in their sales activity.
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| Just Visiting, Thanks(Growth Engineer 1 Starter)
This exercise focuses on time management and how sales representatives can get the most out of face to face customer visits.
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| Notice me!(Growth Engineer 1 Starter)
To quickly demonstrate to the sales people that we can overlook some powerful details when things get too familiar.
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| Upselling and cross selling(Growth Engineer 1 Starter)
To help sales people see potential opportunities they might be missing within their existing accounts, and develop further ideas of products and services they can present when meeting current clients.
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| Questioning - I know what you need(Growth Engineer 1 Starter)
To help sales people understand the importance of questioning and having an open dialog with their customers before making conclusions about there needs.
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| Handling Objections Dartboard(Growth Engineer 1 Starter)
Give the class a fun way to practice handling objections.
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| The Objection Assassin(Growth Engineer 1 Starter)
No matter who you are, or whom you work for, you likely spend much of your sales process time overcoming objections. In fact, you probably face the same 3-5 sales objections over and over. And, because overcoming objections takes place at every step of the sales process, it is VERY important to spend time crafting effective responses to those most common objections faced. We recommend you create flash cards for each sales objection (with the objection on the front and a carefully defined response on the back).
Use the following tips to guide you as you develop your own objection killing flash cards. As you do so, remember the best objection killer of all is a current customer’s voice or “case study.” It adds credibility, especially when facing the objection we all most hate—price.
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| A Company Information Scavenger Hunt(Growth Engineer 1 Starter)
To make sales people aware of all of the sources of information they have available to them, about their prospects and customers.
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| Questioning Skills Game - Mapping the customers footprint(Growth Engineer 1 Starter)
A lot can be learned about how a customer will react to your product and presentation by thinking about how they made decisions on other purchases. This exercise will help your team develop questions they can ask to dig out that information.
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