If You Are Going To Lose, Lose Quickly
The Definitive Guide to Sales Qualification
By Dermot Bradley
SCOTSMAN® - How to Qualify your Sales – Lose Quickly!
The Definitive Guide to Sales Qualification
By Dermot Bradley
Why This Book Is Revolutionary
- How to qualify sales opportunities
- How to win major deals
- How to avoid losing unwinnable deals
In a world of sales methodologies that focus on closing techniques and objection handling, SCOTSMAN® stands apart by addressing the single biggest drain on a salesperson's success: pursuing deals you'll never win.
This isn't just another sales book. It's the definitive guide to the one discipline that elite performers master that average sellers ignore—qualification.
Why This Book Is Revolutionary
In a world of sales methodologies that focus on closing techniques and objection handling, SCOTSMAN® stands apart by addressing the single biggest drain on a salesperson's success: pursuing deals you'll never win.
This isn't just another sales book. It's the definitive guide to the one discipline that elite performers master that average sellers ignore—qualification.
5 Reasons This Book Will Transform Your Sales Performance
1. The Science of Walking Away
While other methodologies preach "never give up," SCOTSMAN® provides a scientific framework for knowing exactly when to invest your time and when to walk away. This isn't about pessimism—it's about being strategic with your most valuable resource: time.
2. Decode the DNA of Top Performers
Top salespeople win 70-80% of their deals while average performers win only 30%. After studying thousands of elite sellers across five continents, Dermot Bradley has codified exactly what these top performers do instinctively so you can replicate their success.
3. The Revolutionary 0-1-10 Scoring System
Transform subjective opinions into objective business decisions with the SCOTSMAN® 3-way qualification system. Identify potential showstoppers early—before investing months in doomed opportunities—and know precisely what work is needed to win.
4. The Critical Bridge Between Prospecting and Closing
Most training focuses on finding opportunities and closing them. SCOTSMAN® addresses the crucial decision in between—determining which opportunities deserve your attention. Without this discipline, even exceptional prospecting and closing skills are wasted.
5. Battle-Tested in the World's Most Competitive Markets
Refined through decades of consulting with organisations like IBM, Xerox, AT&T and hundreds more, the SCOTSMAN® methodology has proven its effectiveness across industries from technology to manufacturing to financial services.
5 Reasons This Book Will Transform Your Sales Performance
1. The Science of Walking Away
While other methodologies preach "never give up," SCOTSMAN® provides a scientific framework for knowing exactly when to invest your time and when to walk away. This isn't about pessimism—it's about being strategic with your most valuable resource: time.
2. Decode the DNA of Top Performers
Top salespeople win 70-80% of their deals while average performers win only 30%. After studying thousands of elite sellers across five continents, Dermot Bradley has codified exactly what these top performers do instinctively so you can replicate their success.
3. the Revolutionary 0-1-10 Scoring System
Transform subjective opinions into objective business decisions with the SCOTSMAN® 3-way qualification system. Identify potential showstoppers early—before investing months in doomed opportunities—and know precisely what work is needed to win.
4. The Critical Bridge Between Prospecting and Closing
Most training focuses on finding opportunities and closing them. SCOTSMAN® addresses the crucial decision in between—determining which opportunities deserve your attention. Without this discipline, even exceptional prospecting and closing skills are wasted.
5. Battle-Tested in the World's Most Competitive Markets
Refined through decades of consulting with organizations like IBM, Xerox, AT&T and hundreds more, the SCOTSMAN® methodology has proven its effectiveness across industries from technology to manufacturing to financial services.
What Makes This Book Different
- Real-World Results — Every concept comes from actual sales situations with millions in revenue at stake
- Immediately Applicable — Use the SCOTSMAN® framework in your very next sales meeting
- Organisation-Wide Impact — Includes specific guidance for embedding qualification excellence across entire sales teams
- Balanced Approach — Lose quickly if necessary, but first, learn the strategies to change the rules and win
- Continuously Refined — Updated for today's digital selling environment and complex team selling approaches
What Makes This Book Different
✓ Real-World Results — Every concept comes from actual sales situations with millions in revenue at stake
✓ Immediately Applicable — Use the SCOTSMAN® framework in your very next sales meeting
✓ Organization-Wide Impact — Includes specific guidance for embedding qualification excellence across entire sales teams
✓ Balanced Approach — Lose quickly if necessary, but first, learn the strategies to change the rules and win
✓ Continuously Refined — Updated for today's digital selling environment and complex team selling approaches
SCOTSMAN® is a real game changer that gives you confidence to better qualify and focus your pipeline
John Dye, Servest
SCOTSMAN® is a real game changer that gives you confidence to better qualify and focus your pipeline
John Dye, Servest
Download the COMPLETE BOOK FREE
For a limited time, we're offering the entire book at no cost. This comprehensive guide includes:
- The 8 critical qualification areas that determine deal quality
- How to score each opportunity objectively
- Strategies for changing unfavourable conditions in your favour
- Techniques for walking away professionally without burning bridges
- Real-world case studies of qualification in action
- Team implementation guidance for sales leaders
Download the COMPLETE BOOK FREE
For a limited time, we're offering the entire book at no cost. This comprehensive guide includes:
- The 8 critical qualification areas that determine deal quality
- How to score each opportunity objectively
- Strategies for changing unfavourable conditions in your favour
- Techniques for walking away professionally without burning bridges
- Real-world case studies of qualification in action
- Team implementation guidance for sales leaders