You may read every book there is on riding a bike; it won’t be as effective as grabbing one and wobbling your way to learning it completely.
Sales generally is a lot like that. Sales books may sound slick, but you need the practice to hone your skills. Games offer a fun, true-to-life, engaging and interactive learning experience.
Games make education experiential by nature. Games for sales training bolster the sharing of theoretical knowledge and reinforce its application in an enjoyable and controlled setting. Games for sales training make us learn more and take pleasure in it during the process.
Teaching your employees how to sell by using games for sales training (that actually work) is one of the best investments you can make in your business. Sales can be a high-pressure activity, so injecting some fun into the training leads to higher engagement and interactivity. It has been shown through research that, in terms of profitability, productivity and customer loyalty, businesses with engaged staff consistently outperform those who aren’t.
So here are some of the games for sales training that can actually help boost your skills:
- Selling generic products/services
Goal: Delivering a convincing sales pitch for a generic product.
Purpose: Learning to create a need for a product.
Requirements: cards, creativity.
Selling generic products is an advanced challenge because they lack unique features and the features available are known to most people already. You can easily advertise a novel describing how its edgy humor will have readers rolling on the floor laughing, but trying to sell something as generic as a pen with its utilities known to all is the real challenge.
Salespersons work in pairs. One player is the customer and chooses a product after picking a random card with a generic item on it. Consider the most generic products, items like the classic pen, credit cards, a toothpick, a blank signpost or a dish scrubber. A round is won when the sale is convincing and persuasive.
2. Still don’t get it.
Goal: Getting directed by a stranger.
Purpose: Learning to push a stranger’s patience and still achieving what you want.
Requirements: Crowded public place, pen and paper.
The ability to read someone else’s mood and temperaments is extremely useful in sales. Especially when trying to find common ground with a potential customer, it’s worth a magnitude to know how far you can go before they back away.
Hideaway your phone, play a slow-witted tourist and ask a local for directions. When they’re done, go on to asking for more and more. Ask them questions like…
- explain the directions again in more detail because you didn’t get it.
- draw you a map of the location you want to be at.
- give them your cell phone number in case you get lost.
- explain again via phone after you get lost.
You are gauged based on the points you get per activity if a tourist denies any one of the requests you automatically lose points.
3. Gamified cold calls
Goal: Making successful and confident cold calls.
Purpose: Learning to cold call with confidence and a calm state of mind.
Requirements: Speakerphone, phone directory.
A game featured by Userlike. Perfect for days on which the clock seems to go backward, this game makes cold calls much more enjoyable. Simply inculcate its point system into your usual sales activities.
Salespeople should work in pairs and take turns making cold calls. While one calls with activated speaker, the other write down feedback. Get points for closing the deal but also for steps that occur on the way.
- Making the lead laugh
- Scheduling a follow-up call
- Capturing email address
- Closing the deal
- Points are required to be allocated for these activities as well.
- Seat 3A
Goal: To demonstrate that sales professionals should always be prepared to make new business contacts.
Purpose: encouraging sales professionals to meet new prospects anywhere.
This games for sales training starts by explaining to the group that they have a work-related call that they have to be traveling for and have just received a first class upgrade via flight. When you’re settled in you notice a man in seat 3A who is reading a brochure of an organization that you’re planning to approach for business purposes. The game starts when the older gentleman looks at you and asks “what do you do?”. In the given activity the participants must all craft an answer and then share it with the other participants in the group once everyone is done. The idea of the activity is to see how engaging the answers are to communicate with a stranger an engage them for the product/service that you’re offering as the end goal. Because you never know where the next deal is waiting!
- Mr. David Schmidt
Goal: To increase the engagement of participants making them aware of the resources that are available for researching organizations and people.
Purpose: To inculcate and display the value of doing optimal sales research.
Requirements: Whiteboard and Marker.
The game begins by dividing your sales team into groups of 4-5 people. Next, tell your team that they will be sending in a representative to meet Mr. David Schmidt the CEO of a multinational corporation. Depending on the industry you are currently in the details of the organization can be morphed to suit your needs. These representatives are there to sell the products/services that your company offers. The idea is that they have to get as much research possible about Mr.David Schmidt and the company he works for. Each group should come up with relevant information about the organization and its personnel. Some of our favorite places to look up this information is :
- The company’s Website
- Wayback Machine to check for older site information and data.
The idea of this game is that it is never acceptable for meeting a client without accessing publically available information and doing your homework to facilitate a much easier close and a fantastic first impression.
6. Sales stamina
Goal: Not to run out of benefits for describing a simple product or object.
Purpose: Learning to develop an endless stream of ideas and being creative.
Requirements: Creativity & pen and paper.
Another game featured by Userlike.Some especially wary buyers are really tough nuts to crack. They require thought-out win-over tactics. And it takes argumentative stamina and endurance to make it all the way through. This game will train in developing the salesperson endurance and making the toughest of sales relatively easier to close.
Kick off a group discussion about how awesome a random simple object or product is. The participants take turns naming qualities and aspects of the object until someone runs out of ideas. That person is out for that round. Last player remaining wins the game. It would go something like this for a pen for instance:
- “It has a nice color.”
- “It feels light in the hand.”
- “it’s still sturdy.”
- “it’s small enough to fit in your pocket.”
- …and so on and so forth.
7. Scattegories for sales
Goal: Correctly applying knowledge of sales techniques on random products.
Purpose: Learning sales techniques by heart and understanding it’s applications.
Requirements: pen, and paper, logical thinking, paper cards.
As the name suggests, this game works pretty much similar to Scattegories. The difference is, in our game the categories translate to steps of a direct sales technique with a clear and defined structure. Questioning the status quo for a start. The technique has to be set before the game begins.
At the start of each round, one player picks a random card and thinks of the letter that came up.
After a designated period of time teams or individual players decide for and announce questions for each category column. A neutral person not favoring either team then fills them in on the game sheet publicly, on a laptop plus beamer or on a chalkboard. Then all players discuss whether an answer was correct and what it’s applications are.
The salespeople are gauged on a point based system, based on the answers given and it’s applications.
- The Dice Exercise/Game
Goal: To increase the endurance of salespeople.
Purpose: To demonstrate that sales are mostly just a numbers game.
Requirements: Die or Dice
A game featured by userlike It’s a simple game which only requires dice. The dice exercise primarily involves asking for participants to throw as many sixes within a specified period.
This sales training game primarily aims to demonstrate the factor that sales is a numbers game and the more you participate (roll the dice) the higher the chance of getting a six (close the sale).
The idea behind this game is that the closer you get towards your time ending in the game, the more desperate you get to rolling sixes ( closing a sale) and with this ever-hungry attitude you realize that sales are mostly just a numbers game and the more people you approach within a stipulated period of time, the more sales you are likely to close even with an average sales technique.
- So, what’s my line again?
Purpose: To demonstrate the utmost importance of establishing rapport with a client.
Goal: to encourage sales personnel to plan ahead for their sales calls.
Requirements: Pen and a notebook.
The idea of this game is that each participant must find engaging conversation starters for David Schmidt whom they had researched earlier. The information that they currently have on Mr. David Schmidt is :
- He is a graduate from UCLA and did his masters in finance.
- He has 4 kids and loves traveling
- His hobbies are playing the guitar and traveling
- He has worked in his current organization for the last 15 years.
- He just purchased a new property in LA.
- He strongly supports Democrats and donates consistently.
With this information, you can go ahead and ask each salesperson to come up with some engaging conversation that could help break the ice and develop rapport through sales-based research.
- May we have your Order Please?
Purpose: to train sales personnel how to uncover potential clients/ buyers priorities.
Goal: to emphasize how identifying priorities as a part of the sales process.
Requirements: Pen and a notebook.
The preferable method is to split your salespeople into groups of 4-5 people. and a concrete format is decided for what the potential buyers’ priorities are. Then depending on the format, the client is made up for a particular organization (let’s assume for financial services). The buyer generally must prioritize various components like price, quality, delivery rates, payment terms, etc. Then by asking simple concise questions the salesperson should identify these priorities and address them accordingly. The conversation should not seem too pushy or sales-based, it should have a natural flow to it and be as engaging and off topic as possible.
So these are some of the games for sales training that can help boost your skills and make you a better salesperson. There isn’t a lot of requirement for items or objects in these games and are relatively easy to set up.
To keep people engaged and make them better at sales you generally have to have a very inclusive and set learning the culture which is generally provided by games for sales training. So promotions on a micro level are generally seen as best options to keep boosting the morale of your salespeople. Just as games promote the idea of incentivizing each achievement the same application also applies towards sales where there will be constant growth and a substantial increase in sales if the technique of these salespeople are refined consistently and their areas of lacking are improvised. The technique of games for sales training is generally popular with millennials since they have been exposed the most to a gaming culture.
Games for sales training has been around for ages and if you’re looking to implement game-based training or games for sales training in your organization it is highly cost-efficient and engaging, fun and interactive with retention levels off the roof!