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

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

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 fire 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

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. 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 consulting services, visit www.TheFriedmanGroup.com.