• Hanling “NO” – Creative Training Game
 Purpose of The Exercise: To highlight that when someone says “NO” to you, it does not mean total rejection and knowing how to handle No’s. (In a sales situation). Target Audience Sales Persons Methodology: Begin by asking how many participants have heard a “NO” from a prospect in the past one month. Discuss the context of ‘no’, when it came up, how it was handled, etc. Ask the participants to share how they felt when they heard ‘NO’, how long they were down. Break the groups into teams of 2 or 3 (not more).Ask them to discuss and prepare the script for a TV show titled “The 10 best responses after receiving a “NO”
OR it could also be as advertising jingles. Get each group to come and present their stuff.

Note: You can give them some tips on the general responses.
Good ideas can be discussed and noted and Value addition done from the trainers’ side.

This particular exercise is a great way to get the Sales person to start thinking Creatively of all possible responses to a “NO”. It generates a lot of excitement and is a fun way of handling a difficult topic. It can also remove the scare Sales persons have of hearing ‘no’.
  • Sell Unto Your Mettle

SELL UNTO YOUR METTLE is a market simulation game, wherein the participants are subjected to real time bargaining, as in the real world. For this bargaining, they must have something to sell. So, this game starts with the strategic buying of the raw materials, goes on to their conversion into the finished products, and finally, the products are sold in the market. However, if some product is not conducive to the demands of the market, it should be modified and customized as per the need of the hour. This exercise brings about the hard-selling skills present in an individual, and showcases them while an individual is working in a team. This game can be played even in large groups; however, all the components of the exercise will have to be modified as per the requirements of the group size.

To start with, think of the easiest object one can craft using paper. Some of the examples could be Boat and Cap. Let us take Boat as our object. Now, think of all the things that can beautify, or enhance the quality of the boats that can be made. Some of these could be pencils, pens, sketch pens, scissors, glue, adhesive tape, and of course, various qualities and quantities of paper. These would also be required for the game, in sufficient quantities. After these are acquired, decide on some price for each of the objects. An indicative list could be:

Next, divide the participants in groups of, say, 6 persons each, and also allocate certain amount to be given to each of the groups. We can decide an amount, say, Rs. 15 to be given to each group at the start of the game. The groups can use this money to buy resources from the co-ordinator. It is in the interest of the groups not to exhaust all their money in the initial stages only, so that they can do transactions for the resources later in the game, as per the demand in the market.

The game begins. Each of the groups' participants meet and discuss the strategy they should adopt. Some of the groups start buying resources from the coordinator immediately. They might be following a strategy of mass production or early-mover advantage. Some other groups may still be discussing over the resources they should buy. Still some other groups might have started the reconnaissance survey to identify the needs of the customer.

Each group normally divides itself into various SSGs (Self Service Groups) to undertake various tasks. In such a scenario, one of the SSG's of a group looks after raw materials, another goes for purchases, a third one looks after the production department, a fourth one looking after marketing, a fifth one going for after-sales service, and so on.

After all the groups have initially done their purchases of the raw material, the resource bank (the co-ordinator) can change the prices of the resources, as per the demand in the market, or the fluctuations expected in the times to come.

The groups start making the products, and side-by-side, they may also start operating the marketing and selling functions. In case of shortage of some resource, the groups can either go to the co-ordinator for buying more of the resources, or they can also seek trading of the resources amongst themselves at reasonable price. Most of the times, it comes down to the good old Barter trading system in this stage of the game, where the groups start exchanging their resources for certain period of time. It brings about the human mentality, which we have inherited from our forefathers who used to do barter trade as the first form of marketing.

When the agents of various groups are trying to sell their boats to the customers (who in this case are the coordinators, preferably some marketing department officials), the customers may quote any price for the boat they have been offered. The agents need to show the special features of their products in order to persuade the customers to buy their products. They may also give some incentives to enhance their sales. The incentives could be in the form of a small boat that could be given free with the big one, or some customized design as per the requirements of the customer.

Another noteworthy point can be the sale of products from one group to another. If an agent of a group sees that another agent is not able to market or target the product properly, he can offer a price to the other agent for his boat, and can try his own marketing skills in selling that particular boat.

After some considerable time, the coordinator can call time out, and the game comes to an end. At the end of it, the group with maximum amount of cash is declared the winner. There could be other ways as well to identify the winner. One of them could be valuation of all semi-finished goods of all the groups. The resources can also be evaluated based on their market value.

At the end of the session, some of the successful and relatively unsuccessful groups can be called over to explain the strategies they adopted, or did not adopt. All in all, this game proves to be a worthwhile experience for all the participants.



Source: www.humanpingpongball.com

Training Games Catagories


Ice Breakers Training Games
Team Building Training Games
Leadership Training Games
Communication Training Games
Sales Training Games

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