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The Retailer's Complete Book of Selling Games and Contests


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Table of Contents

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

About the Author

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

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