Sales Skills
Training Exercises and Resources

This exercise helps delegates to brainstorm how to cross sell products. It focuses on a random set of products so it is rather creative to see what marketing strategies delegates can come up with. The key point to make in this exercise is that any two products can be related to each other and this can be used as material for marketing and cross selling.

This quick and fun sales exercise helps delegates avoid using remarks that are deemed cliché and instead use alternative statements. It also helps delegates to add variety to their roles and their interactions with customers on a daily basis.

This is an entertaining and educational exercise for teaching languages. It sets the context for one of the most useful and essential needs when using a new language; ordering food. While the exercise is designed to cover different aspects of food ordering, it is also set in a realistic context that people can immediately associate with or experience themselves in during a trip. The exercise focuses on ordering from a famous restaurant chain available in around 100 countries; Subway.

When making a call, it is important to formulate an objective before making the call. This allows you to focus on what you want and not to get side-tracked. In this exercise, delegates can practice sales skills and learn how to make effective call objectives.

This is a quick exercise in getting the delegates to think about the “benefits” of a product for a particular feature. The emphasis is to quickly convert a feature to several benefits on the fly and learn to do this effortlessly. Benefits are free of jargon and are centred around the customer so they are always better understood.

This exercise is ideal for delegates in sales and marketing roles where they have to describe a product to a customer.

This exercise helps delegate to practice understanding the difference between benefits and features. It is an efficient exercise to encourage sales and marketing people to use “benefits” when describing products rather than complicated “features” full of jargon that customer may not fully understand.

This is an engaging exercise for those who work in marketing, sales or customer services. It allows them to see their organisation from the customer’s point of view. They can then use this knowledge to formulate strategies that improve their sales and customer services. This exercise is ideal for delegates from the same organisation.

This exercise is ideal for sales staff in a particular organisation. Rather than telling staff what to do, the aim is to get them to come up with the general goal of their department and its role. The idea is that if they formulate a goal for their department, they are more committed to follow it than if a manager tells them. They can also understand the goal better since they make it themselves.

This exercise helps delegates to practice selling an object to an audience. It covers several key concepts:

• How to highlight USP (Unique Selling Points) in any given object
• How to increase the value of an object by giving it history
• How to convince a crowd that a product is worth the price you demand

In this exercise, delegates practice delivering a quick sales pitch. The structure of the pitch is based on the FAB methodology; Features, Advantages and Benefits. Most people miss the advantage and instead focus too much on features. This exercise helps them to understand the significance of benefits and advantages over features.