The Cross-Selling Hook 'Em

If you're running a workshop on cross selling or up selling to people in customer services or who work on a counter, then this ice breaker will really hit the mark.

Remember ice breakers simply must have a connection to the subject being taught and this one does.

Equipment you will need

• Whistle or way of ending the game
• Bingo sheets printed and ready, a variety of sheets is best.  Here's one already done for you.  Click here for the PDF file to print
• A prize such as a packet of Haribos for the winner

Instructions

• Randomly issue a bingo sheet to each delegate
• Ask them to approach differing delegates and have one of the boxes crossed off. For example it might read "Supports Manchester United"
• Explain that they must ask a question of their partner which must lead to the fact that they support Manchester United. You can't ask them straight. You could ask them, for example "What sport do you follow?" and they reply "football", then you ask "Do you support Manchester United?" and they say "yes". Now you have been successful

Debrief

• After the winner has received their praise and recognition and Haribos, link the exercise to cross-selling on the counter.
• Suggest that to be able to cross-sell, we need to enjoy a little bit of a conversation with the customer first, such as "have you a holiday planned this year?" "Oh yes, we're heading over to Greece this year". And you continue..."Tell me more?" and when you're ready you can ask about their travel money arrangements, which of course, you sell.