Sales Skills training - Preparing to sell
Featured in the Selling through Customer Service training manual
By Tony Gillen
Category: Sales Skills
Credit price: 3 download credits (Single user)
This training activity is a mix of whole group, syndicate and individual work. It deals with USPs – unique sales propositions. It offers a powerful way to focus all customer contact staff on the value of doing business with your organisation. It can be used as part of a regular training programme or as a fire-up session before a sales campaign. You can focus on the organisation, its offering or the participants themselves – what do they bring to the party – or all three.
In this training activity, the participants focus on and continually review the answer to the question, ‘Why do our customers buy what we sell?’ They work in threes and answer the question from the standpoint of the organisation, selected products or services, selected customer types, and themselves as individuals. All ideas, from their own experience or from leaflets, brochures, and so on, go on sheets of flipchart paper posted around the room. A ‘war room’ or ‘campaign HQ’ atmosphere is created. All activities are both quick-fire and specific. Once the question has been answered by one of the group, a second (and third) group review and refine the answers in a ‘round robin’ style. In this way, one group’s ideas are built on by the next to ensure a top-rate performance by each. Your role is very much chairperson, MC and facilitator. The best points are selected and worked on to provide a firm foundation for increased sales. Participants consider their own special contribution to selling and service and then use all previous ideas to focus directly on selected customer types. What we offer particular categories of customer highlights and reinforces major selling strengths of the organisation, products and ourselves. The result is a powerful and positive view of why customers should buy.
Who is it for: This training activity is intended for use by trainers to enable their participants to know their USPs (unique sales propositions) so that they can be applied to customer needs.
| Resource Type: | Activity |
| Min Group Size: | 6 |
| Max Group Size: | 12 |
| Typical Duration: | 02:00:00 |
| No of Pages: | 14 |
Resources: View standard resources for Fenman training activities
Additional resources: Copies of company brochures, pamphlets, and so on.
Purpose: You can use this training activity with any group of customer contact staff. It often works best with a mix of old hands and new recruits. The old hands have a lot of knowledge about the organisation locked away in their memories – some of which they now take for granted. They can share it with new recruits who often bring fresh ideas or a new way of looking at the same facts.
Download the training activity, Sales Skills training - Preparing to sell as featured in the Fenman training manual; Selling through Customer Service