i2b. 3 [lecture] scenarios. innovation retail. selling

[email protected] huntingmammoths.net

ProcessSelling Innovation

Josep Mª MonguetUpdated IV-2017

thepracticeofinnovation.net


Selling is not everything but it’s too much



Selling

Buying

Selling is “to have or not to have”



Innovation is sold since the very first second



Self selling ideas inside a

team




... selling our own passion




What is selling?



What is selling?

Identify needs



Identify needs

Generate confidence

What is selling?



Identify needs

Generate confidence

Making good offers

What is selling?



Identify needs

Generate confidence

Making good offers

Negotiate good agreements

What is selling?



Against objections



Against objections

Anticipation vs.

make late



Selling, in 1968, how would be technology in the next 50 years

Anticipacióvs.

fer tard

Against objections



Anticipació vs.

fer tard

Against objections



Amazon125

Barnes & Nobel30.000

Against objections



Amazon125


2 anys d’avantatge en la venda

online

Against objections



Amazon300.000


2 anys d’avantatge en la venda

online

Against objections



Cost vs. Resultats

Against objections



Cost vs. Resultats

Sovint el que semblava car acaba sent barat

Against objections



Record mundial: Gregorios Sachinidis

Mercedes-Benz 240 D (1976)

4.6 milions de kilòmetres

Cost vs. Resultats

Against objections



Acabat vs.

Oportunitat

Against objections



Apple 1200 u.

Apple ][6.000.000 u

Acabat vs.

Oportunitat

Against objections



Against objections



Myths and realities about selling





http://www.amazon.es/exec/obidos/ASIN/1594487154/braipick03-21



Providing value




- costs


Providing value



Efficient communication




Tell me and I forget, teach me and I may remember,

involve me and I learn




ProcessSelling Innovation

Josep Mª MonguetUpdated IV-2017


Design