| Preface |
|
| 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 |
|
| 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 |
|
