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What
Is Scenario Selling? How Does Scenario Selling Work? Scenario Selling works by eliminating the inevitable delays that result from using backroom analysis software and technology tools with a consultative selling process. Most of these productivity draining and sales killing delays are not necessary. They are simply the result of how customer decisions and consultative selling break down when backroom planning and report preparation tools (tools used away from the customer) are used as part of the sales process. The picture below helps illustrate the problem and the solution. The blocks summarize the different activity groups (events) that take place during the sales process. Block #1 (Rapport & Interview) and Block #3 (Demonstrate & Implement) are customer-facing events. However, Analysis (Block #2) is not. When Analysis is needed that requires the salesperson to be away from the client to complete it, the flow of the sale process is interrupted and additional time or meetings are required.
(click on graphic to enlarge) So, any additions or changes (like new information that a client introduces at the time of presentation or client questions that the salesperson hasn’t prepared for) require analysis ‘doovers’… adding meetings… delaying decisions…and killing sales. What’s the solution to the sales delay and do-over problem illustrated above? Close the loop with visual tools that allow analysis to be completed while you’re with the prospect. Is Scenario Selling as simple as taking a laptop or computer screen and turning it around during the sales process so the customer can see the analysis software being used? While this is a good start, it’s not enough, because the type of interaction that takes place also requires a different process and different skills than those used in traditional consultative selling. It’s collaborative not consultative! What’s required to facilitate this collaboration? Imagine the types of tools and skills that would be required if you used computer software as a visual flight simulator to help customers navigate their way through difficult decisions…
Scenario Selling is like ‘decision flight simulation’ with
the prospect or client as the student pilot and |
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