Excerpts

Table of Contents

Preface

  • What is This Book About?
  • What is Scenario Selling?
  • A Reader’s Guide
  • Acknowledgements

Part I Introduction: Scenario Selling Stories

  • About the Stories
  • The Fumble…and the Recovery
  • Mirror…Mirror…On The Wall
  • It’s Not About the Presentation…It’s About the Interview!
  • Why Do We Need Another Meeting?
  • Show Me the Money – Planning at the Speed of Sight
  • Planning as ‘Serious Play’
  • Financial Voyeurism…Now That’s Entertainment!
  • The Power of Positive Surprise
  • Why Can’t You Try on Financial Solutions Before You Buy Them?
  • Trust Doesn’t Take Time, It Takes Risk
  • Real Life Isn’t Simple…It’s Complex!
  • But…Where Do You Find Tools to Do This?
  • Together or Apart? Building a Shared Vision
  • It All Added Up!
  • Conclusion – The Scenario Selling Story

Part II Selling – Past & Present

  • Death of the Salesman?
  • The Modern History of Selling
  • Consultative Selling & Technology – A Tale of WOE
  • Selling – The Next Generation

Part III Reengineering the Sales Process

  • Building a New Foundation
  • What’s Your Problem?
  • Understanding Complexity
  • Managing Complixty
  • The Role of Human Helpers in Problem Solving
  • When Are Salespeople Necessary?
  • Technology & Selling – Reconsidered

Part IV The Future of Selling

  • From Consultative to Collaborative
  • A Learning Approach
  • Accelerating Trust
  • The ScenarioSelling Model
  • Knowledge, Skills, and Tools Required
  • Implementation – Three Scenarios
  • Scenario Selling Summary

Afterward

  • Proposed Scenario Selling College Course
  • Bibliography/Recommended Reading
  • Notes
  • Index
  • About the Authors
© 2017 ScenarioSelling