Marketing · Sales

What are the best sales training games?

Valeria Magoni Content & Inbound Marketing - Web / Digital Marketing - SEO - Marketing Automation - Lead Generation

March 18th, 2016

Training is about:
- our product typical use cases
- target customers and buyer personas
- know the customers' needs and how the product fits them

Thomas Kaled Business Development Consultant @ thomas.kaled@gmail.com

March 18th, 2016

Video of mock sales presentation complete with response to objections.Body language speaks volumes for both the trainer and salesperson-video recall is far more accurate than memory.

John Currie ITERATE Ventures - Accelerating Science & Technology Ventures www.iterateventures.com

March 18th, 2016

I agree with Thomas ... if you are going to do role-playing.  Be sure to FILM it and do reviews, even with the group.

Lorna Riley CEO at Chart Learning Solutions

March 18th, 2016

Throw the group into a "challenge-based" situation that generates questions about what they need answers to in order to successfully navigate the challenge to a win. Let the group brainstorm and share ideas about what has worked well. Capture best ideas and electronically share with the group after the session. If there are follow-through sessions, collect success stories and award "prizes!"

AJ Johnston Owner at Law Office of Ann E. Johnston

March 22nd, 2016

As a trial lawyer, you always begin any analysis of a case with answering the questions "who, what, where, when, why and how?".  Very nice breakdown of the question here.

John Currie ITERATE Ventures - Accelerating Science & Technology Ventures www.iterateventures.com

March 18th, 2016

The best training sessions I recall were the ones that were based on "experiential learning" and student-teaching. An experienced facilitator asks the groups the questions and the students give the answers.  Usually - multiple scenarios can occur. Scenarios are based on experience and the "students" teach each other. A great way to tease out the best role-playing scenarios.

Dominick Pagnozzi Senior Sales, Market Development and General Management executive, experienced e-commerce and retail channel development

March 18th, 2016

Two additional key components to an effective sales preparation ( from the very many more that exist) are:

1. Not only do you need to know your customers profile and needs, but even more important is that the customer knows and believes that you understand. The customer will then believe that you are attempting to match a product to that need and not trying to sell whatever are the only things you have.  Best way to assure confidence is to engage he customer in such a way that he tells you about himself as it relates to your field of product or service- Have a small set of prepared questions to choose from.

2. Overcome the objections. Many sales are lost because of an unanticipated or insurmountable objection. Role play the objections. Prepare answers. Avoid mine fields if they are minor issues.

3. Customize your presentation. Use some of the learned data from practicing 1 and 2 to color your sales presentation to that particular customer.

Rob G

March 22nd, 2016

Valeria, good sales training needs to include competitive analysis.  your sales team needs to understand the customers needs, your capabilities to meet those needs, buyer personas, AND competition - not only your competition, but ideally, your customer's competition too.  I don't have experience with sales training 'games' per se other than roll playing.  I'd be interested in what you find.  Also, it's difficult to make recommendations without understanding your needs :0  ...  i.e. what are you selling? to whom? for how much (NPV/LTV)? Training teams to manage $500 sales cycles is quite different from training for $50k sales cycles or $5M sales cycles.  

Wes Zimmerman Our Experience helps you reach your goals.

March 21st, 2016

Consider these thoughts;

Training teaches you how, education teaches you why.

There are no objections when the prospect is fully educated about your product in relation to her needs, if the fit is not there quit wasting her time and yours.

Wes Zimmerman

Jigar Doriwala CEO at Tenacious Techies| Mobile Apps | Website | Strategy | Food Ordering System | Event Ticketing Solution

March 22nd, 2016

Agree with Rob . Also as per my experience sales people who have sold products price of $500 , its very hard for them to sell something worth $50,000 as they can't create and see the value of the product