Scenario Selling: Technology and the Future of Professional Selling
is a book about professional selling - what salespeople do with and
for customers - and how it's changing due to advances in
technology. Since 1997 sales-technology expert Patrick Sullivan and
psychologist Dr. David Lazenby have studied how technology has
historically altered successful sales tools and methods. This book
is the result of that research. Readers will gain an understanding
of the changes required for salespeople and the selling profession
to survive and thrive in the Digital Age.
The development and widespread use of Digital-Age technologies has
resulted in and continues to introduce significant changes in the
way people live, work, learn, buy, and sell. Will technology
eliminate the need for salespeople?
Within these pages you'll discover why today's Digital-Age
technologies may well replace many salespeople; and be introduced
to perhaps the only sales method and toolset that will make
salespeople irreplaceable: ScenarioSellingSM.
ScenarioSelling 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.
ScenarioSelling 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.
ScenarioSelling explains the knowledge, skills, and tools required
for just-in-time (fast) professional selling. It results in a
significant reduction in the time required for complex decisions
and sales, which can be reduced to hours rather than weeks or
months whiledramatically improving the customer's sales or service
experience.
Are you willing to be influenced to improve the way that you sell?
If not, don't read this book. Those who understand this system will
create more value for their customers, provide a better customer
experience, build stronger customer relationships, gain a
competitive advantage in the marketplace, and thrive. Those who
don't may lose out to competitors who will.
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