Let the Games Begin!
Working with Sr. Sales Executives and Regional Managers, we prioritized two topics of focus for the convention, Handling Stalls and Objections and Reading Customer Styles.
Using two separate breakout sessions, along with other product training sessions, participants migrated in groups of 50 every hour. Because all of the participants had been thoroughly trained on Milwaukee’s Consultative Sales Process, we were able to immerse participants in game competitions where they practiced skills, had fun and built strategies for moving existing relationships forward.
Money or The Mob – Participants competed in groups answering questions regarding customer behavioral styles. A contestant competed against the “Mob”. This game created enthusiasm, competition and most importantly results!
Melting Objections – Participants practiced answering real Milwaukee customer objections by playing an UNO type card game. Participants received decks of real playing cards with typical objections and potential answers printed on the cards. Competing in teams, customer objections appeared on screen. Participants played cards that they think had the perfect answer. Individuals and groups were awarded points for correct answers. And everyone left with a deck of cards – reminding them of the answers to common objections for every future card game they play!
"Our sales team members have seen significant results from participating in the Consultative Sales Certification Curriculum. Because of this, we will continue to offer the opportunity to earn CSC to our entire sales team as part of Sandvik Coromant Academy, which is our internal learning organization."
Winner Takes All!
Sales team members who participated in the games reported increased sales and better customer strategy as a result of attending.
The game format of the breakout sessions received highest marks from participants:
“This was the best breakout I have attended at any sales meeting.”
“Now I have a new deck of cards that are actually useful!”
To boot – everyone left with a deck of cards customized with Milwaukee tool customer objections and answers.