Dirkjan: Created page with "=Object of play= The goal of this game is to create visual Sales scripts in a brainstorm like fashion. =Number of players= Multi disciplinary group, max 5 pe..."

2020-08-25T10:28:08Z

Created page with "=Object of play= The goal of this game is to create visual Sales scripts in a brainstorm like fashion. =Number of players= Multi disciplinary group, max 5 pe..."

New page

=Object of play=
The goal of this game is to create visual [[Sales scripts|Sales scripts]] in a brainstorm like fashion.
=Number of players=
Multi disciplinary group, max 5 persons
=Duration of play=
1 hour
=How to play=
# Brainstorm a generic story line
# Create pictographs/icons for each scene
# Follow an [[AIDA|AIDA]] story line:
## Create awareness
## Create interest
## Create desire
## Move towards action

<html><img src = "/static/files/MBI/Module%2020/salesstoryboarding.JPG" width="600"/></html>

=Tips=
* Use the [[Six principles of influence|Six principles of influence]]:
** [[Reciprocity|Reciprocity]]
** [[Commitment and consistency|Commitment and consistency]]
** [[Social proof|Social proof]]
** [[Likeability|Likeability]]
** [[Authority|Authority]]
** [[Scarcity|Scarcity]]
* Use the [[SPIN|SPIN]] selling questions / moments in your story board:
** '''S''' [[Situational Questions|Situational Questions]]
** '''P''' [[Problem Questions|Problem Questions]] (implicit needs)
** '''I''' [[Implication Questions|Implication Questions]]
** '''N''' [[Need Payoff Questions|Need Payoff Questions]] (explicit needs)
{| class="wikitable"
!
!Definition
!Impact
!Advice
|-
|[[Situational Questions|Situational Questions]]
|Finding out '''facts''' about the buyers existing situation
|Least powerfull of the SPIN questions. Negative relation to success. Most people ask to many
|Eliminate unnecessary Situation Questions by doing your homework in advance
|-
|[[Problem Questions|Problem Questions]]
|Asking about '''problems, difficulties or dissatisfactions''' that the buyer is experiencing with the existing situation
|More powerful than Situation Questions. People ask more problem questions if they get experienced at selling
|Think of your products or services in terms the solve for buyers, not in terms of the details of characteristics that your product possesses
|-
|[[Implication Questions|Implication Questions]]
|Asking questions about the '''consequences or effects''' of the buyers problems, diffulcties or satisfactions
|The most powerful of the SPIN questions. Top sales people ask lots of Implication Questions
|These questions are the hardest to ask. Practice and read the tips!
|-
|[[Need Payoff Questions|Need Payoff Questions]]
|Asking about the '''value or usefulness''' of a proposed solution
|Versatile questions used by a great deal by top salespeople. Positive impact on customers who rate calls high in Need payoff questions as helpful and constructive
|Use these questions to get buyers tell you about the benefits that your solution can offer
|-
|}
[[Category:sales]]

[[Category:Games]]

[[Category:M20]]

Sales story boarding - Revision history

Dirkjan: Created page with "=Object of play= The goal of this game is to create visual Sales scripts in a brainstorm like fashion. =Number of players= Multi disciplinary group, max 5 pe..."