This is an interactive game which demonstrates ways of engaging salespeople to learn how to improve their sales skills in a retail environment.

1. www.profitsplus.org
Presented by Tom Shay of
Profits Plus Solutions
727-464-2182
tomshay@profitsplus.org

2. The concert pianist or professional
sports person; they constantly learn
and practice
We should be doing the same in our
business
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3. Overview of the sequence that
worked best for us:
Initial staff meetings
Immediate needs – policies &
procedures
Knowledge sharing
Sales skill practice
Desired policies & procedures
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4. Job specifications
Job descriptions
Chain of command
Involve others
Refine
Hiring process
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5. Sales games:
⃰Hot potato benefits
Sitting in a circle; item is selected
Tell the feature; change to benefit
Pass to next person to do same
Person out when unable to give
benefit or repeats one
Change item when a person is out
Winner is last person
remaining
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6. Sales games:
⃰⃰Hot potato add on
 Same format as first hot potato
 With each item you are suggesting
something to sell with this item
 Person out when unable to name
additional item or repeats item
 Change item when a person is out
 Winner is last person
remaining
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Sales games
⃰Top 10 things to say/not say to
people
 List is made of top 10 things to say
and not say to people
 One salesperson and one customer
 Timed event
 Everyone gets a turn as
salesperson
 Winner is person
going longest
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Sales games:
⃰List of 25
 Create a list of 25 items on the left
side of the page
 Participants list one item as an add
on sale for each of the 25 items
 Winner is first person to complete
the list with correct
answers
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Sales games:
⃰I have something in my pocket..
Leader says, “I have something in
my pocket”
Participants, in sequence, get to ask
a question that is open ended.
Closed end question or unable to
ask open ended question eliminates
a person
Last person standing
wins
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Sales games:
⃰I see/sell something red – Features
into benefits
 Salesperson is told item and says,
“I see/sell something…”
 Response asks question; “What
other colors are available?”
 Salesperson names others but
states why this is the best choice
 Salesperson wins if
they can handle 5
questions
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Sales games:
⃰We shall overcome special orders
Salesperson offers an item and
begins to describe
Customer has an objection
Salesperson has to offer an
explanation of why that item was
selected
Salesperson wins if they
can handle 5 objections
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 Prizes for winners:
 Not every “game” has to have one
winner
 Games can be played as teams
 Best prizes occur when you have
asked staff individually what they
would like as a prize
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