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