If you are going to lose
then lose quickly
But first, work out how to win
If your salespeople are not winning as many deals as you’d like - don’t delay.
Contact us now to discuss our 1 day Pipeline Qualification Programme.
Contact us now to discuss our 1 day Pipeline Qualification Programme.
0113 823 2877
To request a call, complete the following formThe Pipeline and Qualification Programme
This programme delivers a 1 day course designed for experienced sales professionals.
During the programme participants will explore the concepts of SCOTSMAN® Qualification and Commitment Based Selling in relation to generating and managing future opportunities.
Qualification
How do you evaluate a complex sale, to decide how to win it? Or if you should quit it? There are two reasons why you lose a sale. You were either out sold, or you shouldn’t have been there in the first place.Gain Commitments
How can you gain Commitments at each stage of a complex sale? What Commitments should you be asking senior people?If SCOTSMAN® tells you they are serious about the project, Commitments tell you that they are serious about you and your solution
Pipeline Management
How do you manage a limited amount of time to get the right balance between prospecting, developing sales projects and implementation and development, whether that be with existing accounts or new logos?The Luxury of Choice
How do you get to the point that you have the courage to walk away from poor sales?Selling Timetables
How do you:• Structure a major sale?
• Ensure that the prospect is serious?
• Agree a timetable leading to a decision?
• Gain access after the proposal is submitted?
What is the biggest waste of time in sales?
Administration, travel, internal meetings?
NO. It’s the sale you lose.
If you are going to lose, lose quickly!
But first, work out how to win
Benefits to the Sales Professionals
They will learn how to:
• Judge whether a sale can be WON
• Focus on bigger sales
• Drop sales that they cannot win
• Gain customer commitments, gain hunting licences and sell timetables
• Work smarter, not harder.
This course will show you how to replicate the best sales people who:
• Use a strict criteria to choose which opportunities they want to chase
• Refuse to bid on the unwinnable sales
• Use the time saved to work on deals they can win
• Devote time to prospecting for new opportunities
• Use a strict criteria to choose which opportunities they want to chase
• Refuse to bid on the unwinnable sales
• Use the time saved to work on deals they can win
• Devote time to prospecting for new opportunities
Benefits to the Company
Salespeople will:
• Understand which opportunities are more viable
• Be better motivated as they lose fewer sales
• Be able to forecast far more accurately
• Have better success rates and work on bigger sales
• Develop more effective processes to win the winnable
