Tag Archives: Sales Training Games

A Prisoner in your own mind?

HOW MINDSET DRIVES BUSINESS PERFORMANCE ON THE SERVICE DRIVE

Let me take you on a quick trip back to my band days. For those of you not familiar with “band” thinking, it’s very much like being in a gang. You must stick together, and everything is for the good of the band. So one day we’re practicing and Ian Astbury comes in and asks if there’s a drummer who wants to try out for The Cult. Well, I was the only drummer in the room so it was totally awkward. But because I was completely committed to that, “we must stick together,” band mindset I passed on the opportunity. My mistake.

But, back to mindset and being a prisoner of your own mind… Almost without fail, when we meet with new clients, whether they’re service advisors, service managers, or owners they’re stuck in an old way of thinking, often the result of bad experiences, or feelings not facts. That is no way to run a business, and I don’t want you missing out on your chance at being the drummer for The Cult. You create your own destiny. No, I haven’t just returned from Burning Man. This is real. Your mindset affects everything you do from dealing with problems to how you feel about yourself. So you have to have a mindset that is positive and informed to make smart decisions.

IF I HAD A DIME FOR EVERY TIME I ASKED A CLIENT TO RETHINK THEIR PRICING AND THEY SAID NO WITHOUT DOING ANY RESEARCH ON PRICES IN THE CURRENT ECONOMY I’D BE A BAZILLIONAIRE.

Tip 1. Do your research on current prices and see where you’re off. It’s lazy not to look at data and make assumptions about what people will or won’t spend.

Next, tip 2. Try new things and be open to new ideas. I promise that if you open your mind your brain won’t fall out.

I remember when I was always out in stores I constantly saw new things that were going on. But once I was stuck in my own shop I stopped seeing all those fresh ideas, and started to fall into the trap of creating my own ideas of what would work, or what wouldn’t. You must leave your own territory and see what other people are up to.

Tip 3. Train your employees about financials and profits. How to understand them and make pricing decisions that will help your shop make money.

It’s outdated, but we still think of technicians as grease monkeys, or somehow not skilled laborers. But with today’s technology these guys are mechanics, electricians, and in some cases almost engineers. You can’t do business without them, or their service advisors, so they all MUST learn about their numbers and financial statements too. The fact that service managers are not trained on financials is a joke.

I HAVE TO GO WALK THE DOGS BUT HERE’S YOUR QUICK RECAP ON HOW TO RESET YOUR MINDSET:

  •  Base decisions on facts over feelings.
  • Do your research and get the correct data.
  • Get outside your market and see what other business are doing.
  • Get a coach to help because we see what’s out there.
  • Get in a coaching group so you can be exposed to lots of different things and people.
  • Open your mind to new strategies and opportunities.

OK, GET TO WORK ON OPENING THAT MIND BECAUSE I PROMISE, YOUR BRAIN WON’T FALL OUT! I’LL SEE YOU NEXT WEEK WITH MORE TIPS AND TOOLS FOR BUSINESS PERFORMANCE.

DLynn Proctor

DLYNN PROCTOR SPEAKS TO THE CHRIS COLLINS ELITE GROUP

Service Industries all share the same goals, and the good ones share the same principles.

At our last “Elite Coaching Group” Meeting we had DLynn Proctor from the Documentary SOMM as a guest speaker.

He shared his lessons learned on Performance, Customer Service, Mindset, Increasing Sales and Margins.

Here’s a part of the interview for you…

We spent over two hours with him and learned a bunch of great stuff.

Hope you enjoy the video and have a great week.

Chris “Bulldog” Collins

P.S. If you are wondering what the “Elite Group “is …. Its something we started last year in our   Service Managers Coaching Group, for those that have been in the group awhile and are performing at an extremely high level. The Best CSI, Profitability, Leadership Skills.  Its an exclusive group that new members are voted in after a test, interview and some old school hazing.

Business with Chris Collins

HOW TO DRAMATICALLY INCREASE YOUR SALES USING GAMIFICATION…

You know sales isn’t always the easiest job in the world. And you know getting your team motivated can be even harder because let’s face it… sometimes people get lazy and don’t perform nearly as well as they could.

What if you could increase your sales big time by playing games with your team? Could it really be that easy? You bet it is because my clients and I have been using the gamification technique for nearly 20 years with incredible results.

“The Secret Weapon…”

If you haven’t heard of it, gamification is my secret weapon I use to motivate my teams and sell like crazy. Time and time again, every team I’ve ever worked with, or clients who want more sales, gamification is the secret sauce to getting massive results and increased sales.

Here’s how it works…

Simply put, gamification incorporates fun games and rewards into your sales process. It utilizes deep psychological triggers that your sales staff will find irresistible. It almost forces them to work harder and sell more because they love it so much… In fact, they look forward to it!

You see, when you start engaging your sales staff with games, they start bringing their A game to work. And of course this makes you not only look good, it also increases your bottom line exponentially. In fact 30% increases in sales are more common than not.

“Have Fun, Make Sales…”

Plus, a side effect that happens is you start creating a company culture that your staff feels proud to be a part of and they actually look forward to going to work instead of dreaded it. They have fun and make money, and as a result YOU have more fun and make more money. It’s a win win situation for everyone.

One of my favorite games is blackjack. I’ve used it with my own staff and shown thousands of others how to use it with theirs. It’s also a favorite among the sales staff so that’s why I use it so often. Not to mention how easy it is and all you need is a deck of cards and some cash. The only difference here is the house never wins… your staff wins and that’s what motivates them to start hustling and make sales!

“Here’s How…”

Now, there is a specific method to using blackjack or any other game you choose to properly motivate your team. And the good news is I’d like to send you everything you need to set up your first blackjack game for free!

Just enter your name and email below and within 5 short minutes you can set up your first game and watch the sales start pouring in…

-Chris “The Bulldog” Collins

Chess

WHAT KIND OF BUSINESS CAN BENEFIT FROM SALES TRAINING GAMES?

One question I get a lot from prospective clients of mine is along the lines of “Can my business really benefit from gamification-based sales training?”

First off, gamification isn’t as mysterious as it sounds. If you’ve ever sat through a sales training seminar, anywhere in the world, chances are you’ve seen simple games used in training, and probably even participated in them. One of the simplest forms of a game used in sales training, is the role-play. In a role-play exercise, the trainer will typically divide the group into pairs. One person in each pair will pretend to be a customer, asking questions about merchandise or services, or posing objections to the closure of the sale that the other player – the one playing the role of the sales associate – must answer, explain, or overcome.

MORE THAN JUST ANY GAME

Strictly speaking however, a simple role-play exercise isn’t quite gamification, as it’s lacking a few of the basic concepts of game design that gamification is built upon. While there is a goal – to successfully demonstrate the steps of a sale or similar process – it isn’t really aligned to the needs of the business very well. Nor are there milestones to track progress toward the goal, or rewards for progress to keep motivation and morale high.

A more compelling game might be to set up something like a game of Jeopardy, with a grid of question categories, questions ready to be asked, answer-style like in the popular game-show, and rewards, both for milestones (correct answers propel the individual or team closer to victory), and for achieving the goal (a gift card, polo shirt, cash, or some other reward for winning the game). At its core, gamification really is that simple, and it’s something that any business can figure out how to use. The bottom line is, if you have products or services to sell, and a sales team to sell them, gamification can and will make a huge impact in your training.

BEYOND TRAINING

While useful in sales training as a tool for engagement and retention, the problem with any sales training is that eventually the lessons fade. The enthusiasm and energy wanes, the information is forgotten (though hopefully not all of it!) and worse still, new people come in who haven’t been through the training, while more experienced individuals move on, further diluting the learning achieved over time.

So instead of just using gamification in sales training, what I recommend is finding a way to apply gamification to your sales process. That is, to use games and game elements (explicitly defined goals and milestones, rewards, and fun ways to determine who gets those rewards – all tied in to sales performance and other real business objectives) in the day-to-day operations of the business.

When I implement my system in a client’s business, the first thing I make sure everybody understands is that it’s a permanent change. After all, if you want to change your company’s culture and profits permanently, why would you only apply the tools to make those changes on a temporary basis?

If you’d like to learn more about how gamification can transform your business every single day, from today forward, click the button below!

Click here to transform your business with games!

Chris Collins

KILLER SALES TRAINING ACTIVITIES THAT MOTIVATE AND INSPIRE

Hello and welcome to Chris Collins Inc. I’m Chris. “The Bulldog,” Collins, and I want to show you a few killer sales training activities that can really turn your business around. I use a technique called “gamification,” which applies the basic principles that make video games so compelling and motivating, to sales training, and even the daily operation of any business with a product or service to sell, and salespeople to sell it. These principles include goal setting, milestones with visual feedback to show progress toward and through the milestones and goals you set, increasing levels of difficulty, group interaction, and rewards for progress.

Without further ado, let’s take a look at a few simple gamified sales training activities that can motivate and inspire your sales team.

Product Knowledge Game Show

If you’re in a business in which your sales staff’s expertise about your products is a key revenue-driver, why not model a sales training game on a popular game show like Family Feud or Jeopardy? Jeopardy would be best for a sales force that’s highly competitive with each other, while Family Feud would be better for a more collaborative team.

These formats include built-in goals (winning by demonstrating product knowledge), milestones (the increasing amounts of the prize money), difficulty (as answers are eliminated or questions get harder), group interaction (through competition or teamwork), and of course, rewards.

REWARDS ARE CRITICAL

Speaking of rewards, let’s talk for a moment about that. For gamification of the sales process itself, cash is king, but that’s a little bit easier to do, because you can build the cost of the rewards into the price of the packages of products or services you’re rewarding them for selling. Still, cash prizes during training are an amazing motivational technique, if you’re willing and able to pony up the money. Alternatively, the winning team could get some sort of visual recognition of their victory, like an add-on to their name tags declaring them product knowledge experts. You could even take the winning team out to lunch afterward, while the other team just gets sandwiches ordered in.

Regardless of the specific prize you choose, it’s important that it is meaningful and motivational to your employees, to keep them engaged in the training. Before you know it, they’ll be learning, without even knowing it!

GAMIFICATION OF ROLEPLAYING

Of course, roleplaying already has some game elements to it, but it can be difficult to motivate employees, especially the less-outgoing ones, to participate in a roleplaying session. Yet, roleplaying can be critical, especially if your key driver in your business involves converting an introductory meeting to a close, or a phone call to a meeting. Unfortunately, it’s very hard to objectively score something like roleplaying or to install milestones into the experience. So, how do you gamify this basic training activity?

It’s simple! You can append another form of game onto the roleplaying exercise, as a more exciting way of rewarding participation. I might have a dart board, or a Wheel of Fortune style prize wheel set up at the front of the room. Participation would earn a token for one throw at the prize board or one spin of the wheel, and then the managers and sales trainers could walk around listening, and hand out additional tokens for outstanding performance. Again, cash prizes or other motivational rewards would be attached to the game afterward, adding some excitement and variation to the game.

WE’RE HERE TO HELP!

Here at Chris Collins Inc., we want you to know that you’re not in this alone. Putting together a well-crafted gamification system, whether just for training, or to integrate into your business’s daily operations, takes time, research, deep knowledge of your business and your sales team, and expertise. That’s why we’re here to help. Come on in and take a look around my website, and then let us know how we can help you set up sales training activities that will make a real difference in your company’s bottom line!

Chris Collins

INSIST UPON SALES COACHING TRAINING THAT ENGAGES AND EXCITES

Hello and welcome!  I’m Chris, “The Bulldog,” Collins, and I’d like to take a moment to talk about sales coaching training and what I feel separates the good, the bad and the Top Dogs.  To me, by far, the most important element for any sales training is for it to be engaging and exciting.  Let me say that again.  By far, the most important element for sales coaching training, or any training at all for that matter, is for it to be engaging and exciting.  This means that even what you teach is less important!  Why?  It’s simple, really.

WHAT YOU TEACH DOESN’T MATTER IF THEY AREN’T PAYING ATTENTION

Let me tell you about a car dealership Service Manager I taught once in San Diego.  He was in the habit of holding monthly meetings for his personnel, to train them in the latest techniques and procedures and also as a forum for complaints and suggestions for improvement.  Sounds like a good idea, right?  Only, he dreaded them.  Every month, he’d buy his staff pizza – which ate up at least half of the time by itself – and then go through his planned training curriculum while everyone around him was bored (and fed) and half asleep.  Then, inevitably, someone would start to complain, mostly about things that neither he, nor anyone else there, could do anything about.  The department stagnated and soon he found himself making excuses for why he was failing at his job.

After meeting me, he changed things up.  Crazy as it may sound, he ditched his entire traditional training agenda, and even axed the pizza!  Instead, he incorporated games and game mechanics into his training.  Suddenly, everyone was engaged and excited.  They showed up early for his meetings instead of making excuses as to why they couldn’t come!  The excitement and buzz they generated was so infectious that soon other department managers were showing up too.  The Service Department’s morale skyrocketed and, as happy employees make for productive employees and happy customers, their bottom line skyrocketed too.  Instead of making excuses for poor performance, he became a guru and was invited to attend other managers’ meetings to help them solve their own problems as well.

THAT’S RIGHT … THEY PLAYED GAMES – BECAUSE GAMIFICATION WORKS!

Maybe you’ve heard of gamification, or maybe you haven’t.  If you have, and you haven’t given it a shot, let me tell you, it is one of the best sales training tools in the world today.  In fact, I believe firmly that it is the best way to train your sales team.  It engages and excites employees like no other sales training system, it boosts morale, and ultimately, it can and will absolutely transform any business or department into achieving year-over-year sales increases beyond anything you’ve ever dreamed – my record is over $220,000 for a single month!

WHAT IS GAMIFICATION?

If you’re not familiar with gamification, then let me tell you in brief what it’s all about.  In short, gamification is the application of modern game mechanics and game theory to sales training, and ultimately to a business’s daily operations.  These mechanics include goal setting to let your people know where to go, milestones to help them get there, visual feedback along the path to keep them motivated, a carefully calibrated difficulty curve to keep them interested without overwhelming them, social interaction to keep them cohesive and engaged, and most importantly, meaningful rewards for engaging in thoughtfully chosen profit-generating behaviors and achieving milestones and goals.

WE SPECIALIZE IN GAMIFICATION SALES COACHING TRAINING

Here at Chris Collins, Inc., gamification is my specialty.  In fact, I’ve often been called a gamification guru.  I’ve used it to turn around businesses ranging from car dealerships and their various departments, to coffee shops and even a flower shop.  Since I started offering my services outside of my own businesses just a few years ago, my clients have improved their year-over-year sales by nearly $4 Million.  So, come on in, take a look around, and then let me know how I can turn your sales team into Top Dogs!