High-Performance Sales Training: 64 Interactive Projects for Building a Superior Sales Force

This easy-to-use collection of 64 active selling exercises helps trainers bring a focused, hands-on approach to teaching selling skills. These energy-creating projects come in all forms and styles, including: role playing; worksheets; "round robin" role playing; visualization; brainstorming; and personalized checklists. The highly-flexible projects can be modified to work with large groups or small and with either advanced salespeople or novices. Each project is introduced with a description of the project, an explanation of the project's objective, the time and preparation required and the ideal size of the class. To help the trainer further, the authors have created scripts for opening and closing remarks to each project. "High Performance Sales Training" presents drills for improving every skill a salesperson needs, including personal effectiveness, prospecting, self-confidence, probing for needs, overcoming resistance and others. Because of their dynamic approach, these projects enable sales people to become personally involved in the skill of learning. According to authors Boyan and Enright, these exercises create selling ideas that salespeople can put to use on their very next call.