Guide: Deal Planning Using SCOTSMAN® and Commitments

Deal planning works best when it is based on customer commitments. The key is to plan for the customer to commit to specific actions at specific stages of the deal. The main measure is action – which generates a groundswell of activity within their organisation and putting sellers in a better position to close the deal.

Our six-step process ensures sellers direct activities at the point of greatest return, including quitting early if the chances of winning do not justify continuing the sale, increasing the probability of winning. The guide is part of our blended approach, helping you put into practice what you have learnt online or in the classroom.