Harry J. Friedman - The Retailers Complete Book of Selling Games and Contests: Over 100 Selling Games for Increasing On-The-Floor Performance

Table of Contents

CHAPTER FIVE

LIST OF GAMES WITH PAGE NUMBERS

Individual

Group

Skill

Praise For The Retailers Complete Book of Selling Games and Contests

This is one book that doesnt collect dust in our stores. We use it to spice things up and build a competitive spirit. I particularly like the contests designed to teach our salespeople how to sell merchandise they wouldnt normally sell. A great sales tool for any retailer.

Russ Diamond ,

Snyder Diamond

I cant imagine a successful retailer not wanting this collection of retail games and contests in each of their stores. A great way to motivate your staff and brew up sales when traffic is slow. A real money-maker!

Howard Fineman ,

Ashley Furniture HomeStore

The Retailers Complete Book of Selling Games and Contests really made a huge impact with our team. Weve noticed increased competitiveness, excitement, and an improved quality of sales during our contests.

Dr. Stephen Fahringer ,

Good Feet Stores

Copyright 2012 by National Retail Workshops, Inc. All rights reserved.

Published by John Wiley & Sons, Inc., Hoboken, New Jersey.

Published simultaneously in Canada.

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ISBN: 978-1-118-15341-3 (paper)

ISBN: 978-1-118-21643-9 (ebk)

ISBN: 978-1-118-21646-0 (ebk)

ISBN: 978-1-118-21647-7 (ebk)

ACKNOWLEDGMENTS

Over the years, there have been many retailers who have shared with me the most successful games and contests they have run. Fortunately, there are those who share my enthusiasm for fun and profit.

Because of the way this book came together, it was difficult to attribute the original games to specific people. Sometimes, several different people came up with the same idea for a game. To that end, if you think you invented a game or contest contained in the book, be my guest and take full credityou deserve it.

There are some very important people to acknowledge for their contributions to the book. First is Sandra Lamplugh, who got the whole thing started, suffering through hours of audio tapes I recorded on the subject of games. Next is Barbara Sosa, who continued the process and tightened the concept. And finally, theres Liz Cichowski, who may be the fastest and best writer in townshe just gets it done.

A special thank-you to Gary Solomon and Susan Siegel for the artwork, and to the great staff at The Friedman Group for helping in any way they could to get this book out. It was quite a group effort.

Harry J. Friedman

Delivering sales increases for retailers worldwide since 1980

Call: 8003518040 or 3105901248

E-mail:

5759 Uplander Way, Culver City, CA 90230, USA

United States Mexico Central America Colombia Ecuador Argentina Chile Brazil New Zealand Australia South Africa India

INTRODUCTION

Its unrealistic to assume that all retail salespeople show up for work each day excited about selling and contributing to their stores success. Personal observation and experience have shown that for many staff members, the thrill of a new job is gone after only a few months. The newness of the job easily fades into a routine. Theres no question about itselling can be a repetitive process. Selling the same furniture, lamps, or stereo systems, day after day, can get boring. And doing boring things isnt fun or challenging. Boring things dont provide people with the opportunities they need to feel a sense of accomplishment or achievement. Without such opportunities, your salespeople are not likely to become the professionals you want them to be.

When something is rewarding, it gets done .

The people who work in your store arent volunteers. Theyre paid to work and to meet your stores standards. However, if your salespeople see work only as a source of income and never as a source of satisfaction, enjoyment, or fun, then wanting to do their personal best will be ignored. Learning, self-worth, cultivating customers, going that extra mile, and really wanting to excel result from much more than a paycheck. Salespeople dont always go for it without something extrasome kind of incentive. Its your job to find ways to give them incentives and provide them with opportunities to get recognition for a job well done. Its your job to help them find the motivation to reach their full potential.

This book is a motivational tool. It is a compilation of contests and games that are proven to be incredibly motivating! Ive seen how contests and games cause people to do extraordinary things. They give people targets to shoot for. They create competitiveness. In my own company, we constantly run contests and games. Why? Because theyre fun, they get people more involved, and they work.

The difference can be absolutely amazing! Just by providing some kind of a finish line and a reward, you can change a staff members entire attitude and behavior on the selling floor. Suddenly, the same person who wasnt motivated enough to show up on time begins to improve his or her selling skills and wants to do more and moreto go for it . When theres a game or a contest going on, youll see how your salespeople will take that one extra shot. Why is that? Because most of us have a natural desire to succeed. Most of us enjoy a challenge. And most of us want to win!