The Retailer's Complete Book of Selling Games and Contests: Over 100 Selling Games for Increasing on-the-floor Performance

Sold by John Wiley & Sons
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One hundred ways to motivate your sales teams to outsell each other and grow your profits

In most retail stores, salespeople arrive at work with little enthusiasm to sell. The truth is that retail selling can be a little boring. It's up to owners and managers to provide the spark and motivation that inspires people to excel, even when store traffic is slow. One of the best ways to accomplish that is with selling games and contests. The Retailer's Complete Book of Selling Games & Contests contains more than one hundred selling games and contests that any retailer can use to motivate their staff, improve their sales skills, and generate extra sales during slow traffic periods.

Geared toward retailers of all industries and all sizes, from single stores to mega chains, this book will appeal to those with a vested interest in improving the performance of their salespeople and driving sales higher.

  • Details how to use games to sell specific merchandise, increase add-on sales, and sell higher priced merchandise and groups of merchandise
  • Outlines how to structure games and contests, when to run them, and for how long
  • Helps managers build their sales staffs' confidence and abilities through fostering a competitive spirit and rewarding high sellers
  • Harry J. Friedman is an international retail authority, consultant, and the most heavily attended speaker on retail selling and operational management in the world today

When you inspire your sales team to improve their skills and outsell each other, you'll boost your profits and outdo your competition

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About the author

HARRY J. FRIEDMAN is aninternational retail authority,consultant, and the most heavilyattended speaker on retail selling and operational management in the world today. More than 500,000 retailers have used his groundbreaking high-performance training systems, including Neiman Marcus, Cartier, Hallmark, Billabong, La-Z-Boy, and Godiva. He created the number-one retail sales and management system—used by more retailers than any other system of its kind. For more information on other Friedman Group retail training products, webinars, seminars,e-learning, or on-site training and consultingservices, visit www.TheFriedmanGroup.com.
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Additional Information

Publisher
John Wiley & Sons
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Published on
Dec 22, 2011
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Pages
288
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ISBN
9781118216439
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Language
English
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Genres
Business & Economics / General
Business & Economics / Sales & Selling / Management
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Content Protection
This content is DRM protected.
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Available on Android devices
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Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale.

The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Ditch the failed sales tactics, fill your pipeline, and crush your number

Fanatical Prospecting gives salespeople, sales leaders, entrepreneurs, and executives a practical, eye-opening guide that clearly explains the why and how behind the most important activity in sales and business development—prospecting.

The brutal fact is the number one reason for failure in sales is an empty pipe and the root cause of an empty pipeline is the failure to consistently prospect. By ignoring the muscle of prospecting, many otherwise competent salespeople and sales organizations consistently underperform.

Step by step, Jeb Blount outlines his innovative approach to prospecting that works for real people, in the real world, with real prospects.

Learn how to keep the pipeline full of qualified opportunities and avoid debilitating sales slumps by leveraging a balanced prospecting methodology across multiple prospecting channels.

This book reveals the secrets, techniques, and tips of top earners. You’ll learn:

Why the 30-Day Rule is critical for keeping the pipeline full Why understanding the Law of Replacement is the key to avoiding sales slumps How to leverage the Law of Familiarity to reduce prospecting friction and avoid rejection The 5 C’s of Social Selling and how to use them to get prospects to call you How to use the simple 5 Step Telephone Framework to get more appointments fast How to double call backs with a powerful voice mail technique How to leverage the powerful 4 Step Email Prospecting Framework to create emails that compel prospects to respond How to get text working for you with the 7 Step Text Message Prospecting Framework And there is so much more!

Fanatical Prospecting is filled with the high-powered strategies, techniques, and tools you need to fill your pipeline with high quality opportunities.

In the most comprehensive book ever written about sales prospecting, Jeb Blount reveals the real secret to improving sales productivity and growing your income fast. You’ll gain the power to blow through resistance and objections, gain more appointments, start more sales conversations, and close more sales.

Break free from the fear and frustration that is holding you and your team back from effective and consistent prospecting. It's time to get off the feast or famine sales roller-coaster for good!

Chip and Dan Heath, the bestselling authors of Switch and Made to Stick, tackle one of the most critical topics in our work and personal lives: how to make better decisions.
 
   Research in psychology has revealed that our decisions are disrupted by an array of biases and irrationalities: We’re overconfident. We seek out information that supports us and downplay information that doesn’t. We get distracted by short-term emotions. When it comes to making choices, it seems, our brains are flawed instruments. Unfortunately, merely being aware of these shortcomings doesn’t fix the problem, any more than knowing that we are nearsighted helps us to see. The real question is: How can we do better?

   In Decisive, the Heaths, based on an exhaustive study of the decision-making literature, introduce a four-step process designed to counteract these biases. Written in an engaging and compulsively readable style, Decisive takes readers on an unforgettable journey, from a rock star’s ingenious decision-making trick to a CEO’s disastrous acquisition, to a single question that can often resolve thorny personal decisions.

   Along the way, we learn the answers to critical questions like these: How can we stop the cycle of agonizing over our decisions? How can we make group decisions without destructive politics? And how can we ensure that we don’t overlook precious opportunities to change our course? 

   Decisive is the Heath brothers’ most powerful—and important—book yet, offering fresh strategies and practical tools enabling us to make better choices. Because the right decision, at the right moment, can make all the difference.


From the Hardcover edition.
En este libro le enseñaremos a desarrollar sus capacidades personales y su capacidad de ventas, lo que no sólo aumentará sus ganancias sino también sus satisfacciones a nivel laboral. El primer capítulo ”Prepárese antes de salir al ruedo”, abarca los aspectos fundamentales de aquello que es imprescindible realizar antes de abrir la tienda. Es decir, “prepararse antes de salir al ruedo”.

El capítulo dos ”Abrir la venta” contempla aquellas cosas que, consciente o inconscientemente los vendedores les vienen diciendo a los clientes desde hace años y, le ofrece un enfoque profesional para dirigirse a los clientes. Es una dura verdad, pero hay que aceptarla: demasiados vendedores se han negado sistemáticamente a “hacer su tarea” y se han abstenido de obtener cualquier clase de preparación previa. Esto ha resultado en sondeos ineficaces y demostraciones poco entusiastas realizadas por personal que tiene poca información. Los capítulos tres y cuatro cubren dos habilidades cruciales: la investigación y la demostración.

En el capítulo cinco “Probar Cerrar” explicaremos el objetivo del vendedor profesional: cerrar la venta ofreciendo simultáneamente, productos o artículos adicionales. En el capítulo seis nos concentraremos en el manejo de objeciones, seguido de las técnicas para el cierre de las ventas del capítulo siete. En el pasado los vendedores se contentaban con realizar ventas bajo el enfoque de “gano o pierdo”, quedando satisfechos con el logro de ventas intermitentes y apenas respetables. El vendedor profesional es aquel que siempre intenta concretar las venta con todos y cada uno de sus clientes. Más adelante analizaremos con profundidad como puede lograr esto utilizando su estilo personal. Por último, en el capítulo ocho, le explicaremos cómo utilizar las confirmaciones e invitaciones para aumentar sus ventas, propiciar nuevas ventas y generar referencias de clientes. A medida que avance en la lectura del Iibro, recuerde: Cuando usted decide saludar a un cliente, también decide realizar la venta y complacerlo.

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