The purpose of the exercise is to acquire or improve the skill of working with objections, depending on the level of professionalism.
The duration can be any, the number of ecuador mobile phone numbers database participants is not limited, but it is optimal if there are from six to ten people.
One of the managers sits on a chair in the center of the room and will work with objections. All the others stand around him and take turns saying phrases: "Too expensive", "I don't have time", "I want to think about it", etc. The task of the one sitting on the chair is to think carefully and work through all the objections. In doing so, he must observe two conditions: he must not say "no" and argue.
Angel and the devil .
A great exercise that demonstrates how a client makes a purchase decision and helps improve your skill in handling objections.
The exercise can be performed for a long time, and there can be from six to ten participants.
Three employees are invited. One of them is the buyer, the other two are the angel and the devil. The buyer, who is in the center, is silent the whole time. The angel to his right gives arguments in favor of the purchase, and the demon, on the contrary, tries to dissuade from the deal. Each time someone's argument convinces the client, he takes a step forward, if not, he stays in place.
When analyzing the exercise, it is important to understand which arguments carried the most weight and how to overcome the demon's objections. This game should be played as many times as necessary so that each manager has the opportunity to play the role of an angel.
Talk less and listen more .
The task helps to improve the skill of active listening and the ability to determine the client’s needs.
The exercise can be performed for 30-40 minutes, the number of participants is not limited, but must be a multiple of three.
Each trio should have a watch with a second hand. Two participants conduct a dialogue on any topic. During the conversation, each of them should find out, for example, what the other person will do in the evening. The third person is a second. His task is to record the time when one of the participants finished the phrase. It is great if the ratio of speaking to listening is 30 to 70.
During the game, managers should understand that the conversation is controlled by the one who actively listens and speaks half as much. The dialogue continues for three minutes, and then the participants change roles. You should move clockwise. After completing the exercise, an analysis is made, during which it is discussed which active listening skills were used, what should be asked so that the answers are detailed, and how to get the interlocutor to talk.
Thus, most of the exercises help to see real situations of interaction between a buyer and a seller and allow to practice the necessary skills. Game situations can be adapted to the specifics of the enterprise and the features of the product. It is worth inviting an experienced specialist as a leader who can give the necessary recommendations if the situation has reached a dead end. Beginners should be instructed that it is better to practice skills one by one, and not all at once. This is the only way to be effective.