[email protected] [email protected] | i2b/3. Practice. Scenarios. Innovation selling “real...

[email protected] | http://huntingmammoths.com

i2b/3. Practice.

Scenarios. Innovation selling “real time”Josep Mª Monguet

Project nameTeam:

NameNameName

26 Mar 2015

Imagen del Proyecto

mailto:[email protected]

http://huntingmammoths.com/


This template is an open guide to present the work done by participants in the practice and has to be adapted to the needs of

each particular product/service.

You may add as many screens, images and information as required




Description of the product/service.

Project




Identification of needs & motivations of potential custm.

Customers & users User 1 User 2 … User “n”

Need 1

Need 2

...

Motivations 1

Motivations 2

…

To do 1. Needs

Establish the principal needs and motivations of each potential user or agent involved.




Building trust through innovation proposal diffusion.

What is …? Customer engagement Presentation focus

Necessary

Important

Interesting

Essential

Other

To do 2. Trust

This is a strategy to refelect about how to approach efficiently to the costumer.




Consider the weak & strong points of innovation offer.

Component Weak StrongFunctional relation with user Functional relation with environment

Price

Moment opportunity

Other

To do 3. Objections

This is a list of elements to think systematically on the innovation to be sold.




Build an scenario with objections & solutions.

Objection Defense Negotiation

To do “Concept”. Solutions

As a synthesis of the previous steps objections have been identified and negotiation prepared.



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