THINKING
Key Questions:
Are you using the power of scenarios as part of your strategic sales solution? How do you sell-in new concepts to a resistant market? What tools are you using to manage objections and further build client collaboration and relationships? Can you quickly bring new concepts alive for clients?
Consider a flight simulator metaphor. Would you fly with a 747 pilot with zero time in a simulator? No! We know training on the ground can better prepare the pilot for challenges in the air—most of which never happen. Simulations make it easier to consider what could go wrong or what could be done. It’s a safe way to learn from mistakes or stumble across and invent new ways of flying out of trouble.
Selling with Scenarios is similar to this. They are as important for the risks they mediate as for the new learning, conversations, and opportunities they create. We cannot predict the future, however, we can ask our clients and ourselves: How might we ask better questions about the future? How might we be better prepared for what may unfold? And, most importantly, what will it take for us to thrive and grow in tomorrow’s world?
Selling with scenarios uses modeling, prototyping, and simulation tools—and the behavior and collaboration it provokes to create more robust sale solutions. For scenarios are not just stories, but a sales tool for learning and focusing attention.
With SELLING SCENARIOS we provide the framework, tools and techniques to enhance customer relationships and accelerate deployment of visionary sales solutions.
Description:
This two-day workshop engages employees in a Scenario simulation designed to address your selling situations. Participants capture trends; create short narrative scenarios and prototype client solutions. This is an active group simulation engaging participants in developing their understanding through exercises, story telling, narrative and role-playing. Reporting is done live and captured by templates and self-recorders. After the event a digital record is provided to participants.
Key Program Elements
/ Short Description- The Selling Context for Scenarios
- The Power of Complexity & Uncertainty
- Understanding Scenarios
- Quick Scenarios – Narratives
- Negotiating With Scenarios
- Optimizing Customer Solutions
- Building on Scenario Relationships
How will our organization benefit?
This workshop introduces scenarios in a sales context. We provide the methodology, materials and simulations for participants to actively begin selling using scenarios. As a result of this workshop participants will:
- Discover story-telling methods that lead to more impactful sales narratives.
- Build sales momentum. Enable strategic business opportunities or entrepreneurial concepts to quickly come alive for potential clients.
- Find new innovative ways to overcome customer objections and simplistic thinking.
- Create more robust strategy solutions for your customers
- Connect new perspectives to building sales opportunities, adding to project development skills and for securing agreement.
- Learn to provide a long-term perspective to the process. Provide an early warning system for your clients. Enable improved scanning from the future.
- Develop a methodology to enable Sales to communicate client requirements more clearly internally. Important where cross-functional teams and disciplines are involved in a joint selling process
- Understand the power of the Scenaric method for creating conversation and dialogue.
- Build long-term relationships and ongoing dialogue with clients.
Who should attend?
It is applicable to all organizations and industry sectors. This workshop is designed to enhance selling skills. It is particularly applicable to organizations that want to bring the power of innovation and future thinking to their sales pitch. Anyone who wants to improve their selling skills will benefit from this workshop. It will be of particular interest to those that want to build long-term partnerships and learning relationships with their clients. It is enhanced when the potential client is present. It works best with real projects in real time.
This program provides a comprehensive introduction to relationship selling using scenarios. The structure of the course is such that delegates will be able to readily use templates and further develop their skills once they return to work.
The workshop is designed to work across the organization and levels with 15-24 attendees. Initial workshops are typically sponsored by Sales / Business Development or HR professionals. It’s designed for all levels and specialists including Category Managers, Account Managers, Business Development, New Ventures, Professionals Services, Consultants, Practice Leaders etc.
HENSHALL & ASSOCIATES
We collaborate to accelerate innovation and insight throughout the enterprise AND community. We network with leading edge providers to provide a leading edge strategic intelligence capability, matched with prospecting and discovery tools and programs to facilitate learning and sustainable innovation practices.