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During some of Tom Shay's presentations, he mentions a sales skill game that can be utilized in your business. The game is called, "Top Ten/Bottom Ten". To adapt this game for your staff, you will want to make a list of the best things you can say to a customer as well as a list of the worst things you can say to a customer. To see our list of the top ten and bottom ten things, click on the appropriate list. To play the game, one person needs to be the time keeper. They will need a stopwatch and something to make noise with - such as a bell or whistle. One person accepts the job of salesperson and another becomes the customer. Posted on the wall in large print should be a poster listing the top ten things to say and a poster listing the bottom ten things to say. The posters should be in a position that the person playing the part of salesperson cannot see them. The timekeeper starts the stopwatch to begin the game and then closely listens to the interaction between the "customer" and "salesperson". One bonus point is scored for each of the things from the "top ten" list that is said. However, when the salesperson says one of the "bottom ten" things, the bell is sounded and the stopwatch is stopped. The score for the "salesperson" is tabulated as the number of seconds on the stopwatch plus one bonus point for each of the "top ten" things said. Score for each person is listed on an additional poster hung on the wall. Winner of the game is the person with the highest score. A prize that works well is purchasing lunch for the winner and providing additional time for lunch. PROFITS PLUS, FOUNDER OF...
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MARCH 2026
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With over 25 years of frontline experience Tom Shay is America's leading Small Business Management Expert. He's a "Must Have" for your next event.
Small Business
Every time I see the logo for Target stores, I think about small businesses and the need to know which people to target as their customers. Of course, of most importance is the person who has spent any money with your business.
I ask businesses if they know how much the average person spends with their business. Most offer a quick response with a dollar amount. That answer is incorrect as they are telling me what the average existing customer is spending. The average person in any community spends no money with that small business.
Looking for new customers without any plan of how to do so is just spending money. That is why every small business needs to know how to find and use information. Find ideas in the March Small Business Advisory.
Small Business
Employee retention; is it important? Or is it easier to lose an employee and wait for the next applicant to walk in the door? The Small Business News for March shares some statistics of the expense you incur when you make the change instead of working to retain a current employee.
It is baseball season and we use the sport as an explanation of the cost of growing your business. In Boston's Fenway Park, left field has a wall that is know as the green monster.
And that is what growing your business is - a monster! You can't successfully grow your business without a plan and knowing you will have the cash on hand to pay for the growth.
Are you selling something or persuading the customer? With your employees are you repeatedly telling that employee or are you persuading them to excel?
Influence: The Psychology of Persuasion by Robert Ciaidini is our suggested book for March 2026. Most definitely an appropriate read.
All this plus the Internet Tool for Your Business and a staff incentive idea for your business.
