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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?
How
Do You Do Scenario Selling?
In
the Scenario Selling process, customers and salespeople work together
using visual interactive technologies (like computers, multimedia projectors,
and specially designed visual software programs) to identify issues, solve
problems, and make decisions in real time. The following table summarizes
what this looks like and how it differs from a traditional consultative
sales approach.
(click
on graphic to enlarge)
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|
| Scenario
Selling Approach |
Traditional
Approach |
| Technology
used with the customer |
Technology
used away from the customer |
| Technology
designed to facilitate visual interactive work and play |
Technology
designed to create printouts and static slideshow presentation |
| Think
'flight simulator' |
Think
'report generator' |
| It's
a Collaborative Process: "Let's do it together." |
It's
a Consultative Process: "I'll do it for you." |
| Changes
and enw information can be made quickly and new results shown instantly |
Changes
and new information require do-overs and extra meetings |
| Sales
Role: Process Facilitator |
Sales
Role: Information/Technical 'Expert' Resource |
How
Does Scenario Selling Work? ... click here
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