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:
Tips on Using this Training Program
- 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
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
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.