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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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SEPTEMBER 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
Our September advisory is titled, "What do you sell?" My favorite example of someone getting it wrong has an email that starts with, "Sallysellsinsurance@."
Yes, that may be the product that Sally sells, but what she is really selling is peace of mind in knowing that if something happens, you are not going to pay the entire cost of the loss.
This is but one example. Our September advisory - What do you sell?
Small Business
Yes, selling does include translating features into benefits. But it does not stop there. What if the benefit is not relevant to the customer? Then, there might not be a sale. This is where advantage comes into consideration, and that is our top story of the month.
When you think about a customer who makes a point to talk to you and your staff, have you ever thought about getting them to talk about your business with their friends? The September Article of the Month shares an idea.
The Art of the Exit is our suggested book of the month. The author, Jackb Orosz, discusses ways of getting out of your business whether it is retiring or just time to move onto something else.
All this plus the Internet Tool for Your Business and a staff incentive idea for your business.
