Who buys what, and why
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 serves well as a total refresher and revamp of ideas for experienced customer contact staff and can also be used as a great way to prepare for a sales campaign, exhibition, year-end sales boost, and so on. It is a mix of whole group work, syndicate discussion and feedback presentation.
In this training activity, participants choose high-volume and low-volume products or services – those which they sell well and those which do not sell well. You can – in discussion with sales management – tell the group which products or services they will work on. Current sales volumes are agreed and then, in pairs, the participants decide why top-selling items are successful – who buys them and why. The focus then moves to slower movers – which product/service benefits can be applied to these items. Once established and discussed, the participants consider how all selected products and services could be sold to all major customer types. The potential increase in sales across the board is calculated to show the impact on total sales if known reasons for customers’ buying some items are extended to all. The training activity ends with each participant making the commitment to use one new idea for one product with one particular customer type – tomorrow!
Who is it for: This training activity is intended for use by trainers to enable their participants to sell to existing customers, the benefits on offer, and to look for new sales opportunities.
| Resource Type: | Activity |
| Min Group Size: | 6 |
| Max Group Size: | 12 |
| Typical Duration: | 02:30:00 |
| No of Pages: | 11 |
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, although it will be more effective if not all participants are new to sales or new to the organisation. A mix of new and old will be just as effective as a group consisting totally of old hands.
Download the training activity, Who buys what, and why as featured in the Fenman training manual; Selling through Customer Service