| 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?
From
the Customer's Perspective...
How
does Scenario Selling provide a better customer experience? Let’s
look at an example from the financial services industry. Imagine for a
moment that you’re the customer... You’re looking for financial
advice and someone who can help you achieve your dreams and goals. Take
a look at the picture below. Which sales experience would you rather go
through?
(click
on graphic to enlarge)
The
collaborative Scenario Selling process results in a profoundly different
and better customer experience than other professional selling methods
because it:
-
Increases customers involvement and participation in the sales process
-
Helps people see their thinking illustrated in real time, allows them
to talk about it, and gets people on the same page
- Engages
people’s imagination and helps them dream productively
-
Encourages risk taking, experimentation, and sharing of ideas
-
Makes the process productive and playful rather than painful and boring
-
Helps people get questions answered faster
-
Inspires and motivates people to explore issues, solve problems, and
make decisions
What
Scenario Selling Means for the Salesperson ... click here |
