now in this video i'm going to share with you my five recommended fun sales training games
that you can do with your staff that not only keep things quite light it keeps it interactive
it's something that they'll actually look forward to coming to but at the same time it's something
that'll generate some good value as well it'll be something that's worthwhile it won't be something
where they feel like they're just going to another meeting and it's going to take time and it's not
really adding any value i find that when my clients run these exercises with their team
it's got some great benefits not only for the company and for the business and for the
sales manager whoever that might be but also for the team as well because it's quite fun
it's like it's interactive and overall excellent benefits i'll share those five with you right now
but if this is your first time seeing my channel my name is Khabeer Rockley the founder
of The 5% Institute, and role is to help sales professionals business owners just like yourself
learn how to win more sales in a more consultative and more human way so for the topic fun
sales training games so five examples i'd like to share with you now the first one
the first sales training game is something called sell me this pen sell me this pen now
obviously made very popular from the wolf of wall street movie the reason why it's quite
fun and the reason why it's quite beneficial is because what it focuses on is putting people
on the spot around your team and getting them to potentially sell insert whatever it might be this
pen this book whatever it might be right so you can choose a item of some kind and the aim is to
get them to sell it now the way that you want to focus on ensuring that they've done the right job
is keep it quite light keep it quite fun don't i wouldn't let them focus too much on the pitch
as such and although there's like a pitch element to it the aim of this exercise is to get
people asking questions and helping the potential client whoever might be role-playing that selling
themself on the benefit of why they need to solve some kind of pain so it doesn't have to be the pen
every time right it could be a random item but the aim is to get someone thinking about what format
what process do i need to verbatim learn to be able to help someone sell themselves on the need
of an item or whatever it is and how do i help that person close themself by my questions by me
leading them on a path towards wanting to find a solution for whatever pain point
or pleasure that they're trying to move towards so that's the first exercise the second one i highly
recommend is objection handling objection handling so you can give them some kind of objection
and then what they need to use is a format or a process once again on how they can you know safely
and efficiently diffuse that potential objection and handle that in a way that maintains rapport
so it could be all kinds of objections it could be random objections that you pull out
the aim is not again for your staff to use some kind of script or some sort of word track that
they go to to be able to diffuse particular objections that's not the aim of half of of and
how you're going to go about it if you're doing consultative sales instead i recommend what they
do is they use a format so an example could be the feel felt found method we have a video on that on
our channel i highly recommend that you look at that or our four step objection handling process
for them to be able to handle that as well the third one which is quite fun is something i call
name the competitor name the competition name the competitor so what you can do is you can
basically give them some bullet points some examples of someone within your area
and within your you know competition and then what they need to do and keep it quite trivial
and then the aim of what they need to do is they need to be able to name ah that is this competitor
they do that now i recommend that you use trick things obviously don't do anything that's going
to you know slander the competition or anything like that keep it quite professional but the
aim is to basically say things that is not only educational for them in the moment but what you
also want to do is you want to get them thinking about what the competition is doing now this has
two benefits number one it keeps them up to date with what your competition is doing but number two
it also encourages them to think outside the box because if there's something that your competition
is doing well that they can potentially be doing themself it gives the opportunity for them to
think outside the box and go oh okay all the competition is doing that i didn't know that so
potentially is there something that we should be doing or how can we maybe do that better
now the fourth one is something i call name the client name the client now very similar
to name the competition name the client is once again you bring up a number of things
so be a trivia points in regards to a company that you potentially serve
and then you want your sales team even if they're not serving that client
it's important to make sure everyone's across the clients that you do have and they know about your
clients with an intimate knowledge so by going into those details you want to reward the people
who know about who your clients are and know them in intimate detail and the reason being this one's
very effective is because when we're talking to our clients what we want to do is we don't just
want to position ourselves as a salesperson we want to position ourselves as a trusted advisor
and the way that we position ourselves as trusted advisors is we need to give them trust and advice
based on their situation and how can i prescribe how to improve their business
how to get better with their business if i don't know their business i don't know them intimately
so it's important to make sure that if you know your clients better than your competition
does you're always going to have that extra step you're going to be that extra level up
right so it's important to also play this game as well now last but not least the fifth fun
sales training exercise that i recommend is something called the next question so what happens
basically is they ask you a question and then you basically respond with whatever that might be
and then what's the next question that they would ask to get to a certain topic
for example let's pretend you're centering the exercise around finding pain so what we
want to do if you want to learn how to find pain we have another video on this channel
called pain points in sales and the importance of it so it basically breaks down how to be able
to do that more effectively right but say for example you're trying to find someone's pain
most people will give you pain points from a very surface level
and if you're keeping your sales conversation very surface level you're not going to get to the real
crux of why that person wants to find a solution why they're in the market and wanting to buy
so what you want to do is you want to be able to get them asking questions you respond with
whatever and the next question is something that they need to do to be able to go that next
layer deep the next layer deep and then again to really find out and investigate like a detective
what actual pain point does this person want to solve you might also want to do it hypothetically
in regards to qualifying right so you want to ask questions or they're going to ask questions in
regards to finding out who the actual qualifying potential buyer is you give a response being their
sales manager or role play with another team member whatever it might be and then again you
get them to ask the next question and the next question to really find out who all the decision
makers are especially if you're in like say for example business development b2b sales there could
be a whole range of decision makers that they need to learn so you want them to get to the
next question about that as well if you've liked this video i highly recommend that you subscribe
as mentioned my name is Khabeer Rockley the founder of The 5% Institute, my role to help
sales professionals and business owners just like yourself win more sales in a more consultative way