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Scenario Selling: Technology and the Future of Professional Selling

by Dr. David L. Lazenby and Patrick J. Sullivan

259 pages; quality trade paperback (softcover); catalogue #04-1448; ISBN 1-4120-3620-8; US$24.99, C$31.00, EUR20.15, £13.96

Scenario Selling introduces the world's first model for Just-In-Time professional selling. It redefines the tools, skills, and thinking required for salespeople to survive, thrive, and create value in the Digital Age.

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About the Book      About the Author      Excerpts      Catalogue Information

About the Book

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: ScenarioSelling^SM.

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 while dramatically 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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About the Author

Patrick J. Sullivan, MBA is CEO of ScenarioNow Inc. He has an MBA in Financial Planning and 18 years of production, marketing, sales, and management experience with firms including the Principal Financial Group, 5^th/3^rd Bank, Abbott Laboratories, and Mereck. Mr. Sullivan has extensive experience in sales training and expert skills in software development, project management, and use. He is the author of ScenarioNow Inc.'s RetireNow software, a visual interactive planning tool designed for financial service sales people.

Dr. David Lazenby, PhD is President of ScenarioNow Inc. He is a licensed psychologist with a PhD in performance psychology. Dr. Lazenby has guided Fortune 100 executives, professional athletes, sales professionals, leaders of privately held businesses, and U.S. Navy SEALs and pilots for over 15 years. His mission: fine-tuning their already exceptional performance. Dr. Lazenby is an expert in simulation, systems thinking, and scenario planning who works to take psychology from academic theory to the real world as a ''human technology.''

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Excerpts

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Catalogue Information

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