Scenario Selling = Scenario Planning + Consultative Selling

ScenarioSelling is the marriage of scenario planning and consultative selling.

In the traditional consultative selling process, the salesperson creates and presents the scenarios. The salesperson does the scenario planning. The client/prospect's role in scenario planning is reactive. As a result, the salesperson's role is persuasive.

In the ScenarioSelling process the salesperson and client create and analyze scenarios (do scenario planning) together. The client's role in the process is proactive resulting in greater buy-in and commitment. The salesperson doesn't have to persuade. They simply facilitate the scenario planning-selling process.