1. Arrange students into groups. Each group needs at least ONE person who has a mobile device.
2. If their phone camera doesn't automatically detect and decode QR codes, ask students to
4. Cut them out and place them around your class / school.
1. Give each group a clipboard and a piece of paper so they can write down the decoded questions and their answers to them.
2. Explain to the students that the codes are hidden around the school. Each team will get ONE point for each question they correctly decode and copy down onto their sheet, and a further TWO points if they can then provide the correct answer and write this down underneath the question.
3. Away they go! The winner is the first team to return with the most correct answers in the time available. This could be within a lesson, or during a lunchbreak, or even over several days!
4. A detailed case study in how to set up a successful QR Scavenger Hunt using this tool can be found here.
Question | Answer |
| 1. Learn From Your Losses:Review your lost opportunities over the past year and look for themes. Which sales objections came up most often? Which ones were the deal breakers? What areas will require product development? What can you work or talk around? Review your near-losses and close calls; opportunities you won but almost didn’t. What were the biggest hurdles to closing the sale? How did you overcome them? Use these insights to create a “cheat sheet” of common objections and craft 2-3 potential responses for each. Test them out and revisit them often. What losses have you experienced in sales, and how would you now overcome these specific challenges? | DISCUSS | 2. Understand Your Prospect’s Real Concerns. Why is the objection an issue for them, and why are they bringing it up now? No assumptions. Guessing at the prospect’s intention can put the deal at risk. In order to truly understand, you must: Validate and acknowledge the prospect’s concern (nurture).Understand the problem they’re facing and the reasons behind it (ask why?).Respond only once you’re sure you understand the real concern | DISCUSS | 3. “Walking away” tests an objection’s importance and identifies the prospect’s real concern. When there’s a particular objection that comes up repeatedly, don’t wait for your prospects to bring it up. Get it on the table early and seek resolution. This builds genuine credibility and rapport. Don’t worry: Just because you’re walking towards the door doesn’t mean you have to go through it… unless you want to. HOW WOULD YOU OVERCOME THIS CUSTOMERS OBJECTION | DISCUSS | 4. Stop Putting up Speed Bumps--All prospects have a vision of their ideal solution. This gets them ready to buy. Your job is to help them realize that vision, not distort it. Salespeople distort their prospects’ visions by: Answering un-asked questions “Pitching” unwanted features and benefits. Generally misaligning your solution to their pains or use case. Saying anything that creates unnecessary risk in the prospect’s mind. WHAT ARE SOME "SPEEDBUMPS" YOU'VE PUT UP AND HOW WOULD YOU NOW PREVENT/STOP YOURSELF FROM DOING SO | DISCUSS | 5. Remember your prospects will have their own envelope and negotiables too | DISCUSS |
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