|
|
What
Is Scenario Selling?
What
Is Scenario Selling?
So...How Do You Do Scenario Selling?
How Does Scenario Selling Work?
From the Customer's Perspective
What Scenario Selling Means for
the Salesperson
Why Not Do Scenario Selling?
Why
Not Do Scenario Selling?
Despite
the advantages of this approach, there will be many salespeople who either
can’t or won’t be able to do this for reasons including...
-
Change in Behavior. Ever try to take someone who’s
successful at something and ask them to start doing it differently?
There will be many sales advisors who either can’t or won’t
be able to do this because it will force them to think about selling
and do selling differently.
-
Tools, Training, and Skills. Some of the visual interactive
tools required to do this weren’t available or easily affordable
as recently as a few years ago. Until very recently, the software and
training to sell this way easily and effectively haven’t existed.
-
Familiarity. The core ideas in this book including
just-in-time, simulation, systems thinking, and scenario planning are
concepts that many people are not yet familiar with. We hope to begin
resolving the familiarity issues through this book and our training
programs.
One
of the goals we have for this book is to adequately describe the tools,
process, and skills needed for people to implement the Scenario Selling
process easily, effectively, and profitably. In the next section, we describe
different ways to use this book to accomplish that goal. |
|
