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What
Is Scenario Selling? What
Is Scenario Selling? Scenario Selling isn’t a new sales technique…it’s a new sales process. It represents the first major change in sales process since consultative selling was introduced over 40 years ago. Scenario Selling provides the logic and framework for a whole new way of selling—a model that will surpass the current paradigm of consultative selling in productivity, personal touch, and professionalism. As a result, the ideas we’re proposing represent a fundamentally different way to plan and sell with technology that flies in the face of conventional wisdom, training, and tools in the sales training industry. Are we suggesting then that these concepts are radical, unproven, and unscientific? NO! While the ideas that you’ll see here may be new to sales professionals, they are already established as best practices in many other business disciplines. Scenario Selling is based on the same practical and proven scientific principles of: Accelerated Learning; Lean Thinking; Just-in-Time; Process Re-engineering; Simulation; Scenario Planning; and Systems Thinking that revolutionized American manufacturing and marketing practices during the 1980’s and 1990’s. This combination of high-tech efficiency and high-touch professionalism also results in:
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