Intended for:
This free sales training game helps participants to realise that selling items on price alone is not always beneficial to the customer and that if they only focus on sales that a price led the customer may not end up with what they want.
Training course contents:
A two page set of instructions for the training game, ‘Priced Out’ in Word format can be downloaded from the link at the bottom of this page. Alternatively, you can follow the notes below.
Resources – two boxes, each with two round hand shaped holes cut into the side. There is no way for the participants to see what is inside the boxes without opening them.
Box 1: Has £38.99 written clearly on the side facing the participants and an object inside (very tactile and not bad feeling).
Box 2: Has £24.99 written clearly on the side facing the participants and an object inside (very tactile, but not very nice feeling).
Ask for a volunteer from the group to join you at the front of the room. Advise them that they are in the market for a product that is contained in one of the boxes.
Ask them if they would like to make a buying decision on the items in the box at this stage, knowing what the price of each is. Whatever their response, ask them to place the hands inside box 1 and have a good feel of the ‘product’.
Ask them again if they would like to make a buying decision based on what they know.
Finally, ask them to place their hands in the second box and have a good feel of the ‘product’.
Of course they are likely to be a little shocked by the contents of the box and will likely pull away, make faces etc., which will tell its own story to the participants watching.
Ask them if they would now like to make a buying decision based on what they know.
Review – the point of this exercise is to demonstrate that until we clearly know what it is we are buying, we really shouldn’t be making a buying decision. However, every time we ask a customer to make a decision based on price, this is exactly what we are doing.
It is our responsibility to let a customer know as much as possible about the product, so that they can make an informed buying decision, otherwise, who knows what they could end up with?
Of course, this also means that we are selling products or services because they are right for the customer rather than it being the cheapest choice at the time.
Objectives:
Use this sales training game to help participants appreciate that selling on price alone is not always the best approach and that customers expect to be informed about the best choice for them based on their needs and desires.
