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

ISBN: 978-1-118-15341-3
266 pages
January 2012
The Retailer
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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Introduction When something is rewarding, it gets done. xiii

Chapter 1 Why Have Games? 1
The only reason to run a game or a contest is to improve a sales metric or a selling behavior.

Chapter 2 Elements of a Game 7
Begin with the end in mind.

Chapter 3 Selling the Game to Your Staff 15
You can't light a fi re with a wet match.

Chapter 4 Making Your Case and Establishing a Reward System 23
Make an offer they can't refuse.

Chapter 5 Fun and Games! 41
And the winners are . . . (See the following page for a list of games and page numbers. Each game may have one or more variations.)

Appendix A Rewards 257

Appendix B Retail Training Resources 261

LIST OF GAMES WITH PAGE NUMBERS

Individual

"21" 46

Save the Sale 48

Up, Up, and Away 50

Sell Them All 52

Buried Treasure 54

Pot o' Gold 56

Treasure Chest 59

Strung on a Line 61

Pass the Buck 63

Selling High and Low 65

The Big Drawing 67

Save a Dog 69

Item du Jour 71

Mystery Prizes 73

Clue! 75

Beat Last Year 78

And They're Off! 80

Let's Play Golf 83

Miniature Golf 86

A Contest at Christmas 88

No Fun to Lose 91

Sales Poker 93

Guess and Get 95

Points per Transaction 97

Hangman 99

Make the Match 101

The Auction 103

Grab-Bag 105

Promote a Category 108

The Money Pin 110

BINGO! 113

Sabotage 116

Win the Lottery! 118

Profi tmakers 121

Wheel of Fortune 123

Let's Make a Deal 126

Secret Squares 128

The Puzzle Game 130

Secret Item 132

Monopoly 136

H-O-R-S-E 138

Hidden Words 141

A Day at the Races 145

Tour de Sales 148

10K 151

Items-per-Sale Pennant 153

A Winning Pitch on a Losing Item 155

The Bowling Game 157

First In, First Out 160

Count-Down 162

Tic-Tac-Toe 164

Add-on Madness 166

Scrabble 169

Group

Follow the Yellow Brick Road 171

Moonwalk 175

Ghost 178

Store Challenges 181

Batter Up! 183

Tug of War 186

Feed 'Em Beans! 188

Touchdown! 191

Sold by the Yard 193

Combat 196

Making Connections 200

Selling Around the World 202

Championship Series 205

Items-per-Sale Contest 207

Go for the Gold! 210

Skill

Scavenger Hunt 214

Opening the Sale Game 216

The Probing Game 218

Probing Questions 222

Guess the Item 224

Prices by Memory 226

The Product-Feature Game 228

Name that Product 230

The FABG Game 232

FABG Scramble 235

The Add-on Game 240

Adding-on-to-Close! 242

The Personal Trade Game 245

Question-and-Answer Game 247

Retail Jeopardy 249

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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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