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What Is Scenario Selling?


Just-In-Time

Systems Thinking

Simulation

Scenario Planning

Consultative Selling & Technology - A Tale of WOE

Scenario Selling Summary

Simulation

What Is Simulation?
Why Is It Important?
The Connection Between Simulation & Scenario Planning
Appropriate Use

Why Is It Important?
When you create a model or a map of a system, you have done nothing more than propose hypotheses--ideas on paper. These hypotheses require testing.

Simulation provides a powerful way for people to test ideas and gain practical experience when real-life experience is impractical or too costly.

Intuition helps us guess what might happen. It helps us 'jump to conclusions', which sometimes work. But people's intuition about complex problems is usually flawed, because complexity is counter-intuitive. Like backing up a car pulling a boat or a trailer, you feel like you should be turning left, when you should really be turning right.

Computer models can help us see what happens when we play things out. They provide new and less risky ways to test ideas before we act on them. They help us experiment with the results of our decisions.

Flight simulators provide a good example. You don't get too many chances of landing a plane wrong. Flight simulators have proved very useful in training pilots, reducing accidents, and saving lives. Likewise, other types of business and decision simulators can help people learn, improve results, and avoid costly errors.

Without modeling, we might think we are learning to think holistically when we are actually learning to jump to conclusions. A well-crafted and well-tested simulator gives valuable feedback by showing us the implications of our decisions that help us understand and handle big picture issues more effectively.

The Connection Between Simulation & Scenario Planning ... click here


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