SCOTSMAN® Sales Pipeline Qualification
Programme Summary
Our flagship product, we explore the concepts of SCOTSMAN® and Commitment Selling in relation to generating and managing better sales opportunities.
We explore the biggest waste of a salesperson’s time, coach on robust qualification, and SCOTSMAN® as both an excellent time management and planning tool.
We use our Pipeline Simulator business game throughout, to bring the process to life. Programmes include elements based on real accounts and opportunities where appropriate.
Top 5 Learning Outcomes
- Evaluate a complex sale, plan how to win it, or how to walk away
- Develop more effective processes to win the winnable by applying SCOTSMAN® qualification
- Create and utilise effective commitment driven agendas
- Sell the idea of a timetable and how it can be used effectively to drive a sale forward
- Increase your amount of prospecting and create the luxury of choice
Summary
Delivery
Available through
On site Classroom &
Virtual Classroom with eLearning
Who's it for?
Sales people and teams involved in longer, complex selling cycles.
SCOTSMAN® Closing, Objection Handling and Negotiation Skills
Programme Summary
We explore how effective need creation and robust qualification can help mitigate objections. We coach salespeople on how to swing the balance of power towards the seller, and successfully negotiate the deal.
We present the variables that must be considered when negotiating complex or political deals and practise techniques for handling residual objections, also introduce Advance’s seven-phase negotiation process and the REAR model for dealing with objections.
Programmes include elements based on real accounts and opportunities where appropriate.
Top 5 Learning Outcomes
- Use need creation and qualification to reduce the number objections in a sale
- Remove predictable negotiation problems, shorten selling cycles and increase win rates
- Build up power during a sale
- Adopt the REAR model (Relax, Explore, Acknowledge, Respond) when overcoming objections
- Offer concessions without negotiating profit away
SCOTSMAN® Major Account Selling Skills
Programme Summary
We coach participants on how to plan, handle and win major sales.
This programme teaches sellers how to gain access and build up the need for your products and services. It also explores how to create, qualify and structure the resulting opportunity to deal with the politics and competition.
Participants will learn how to construct campaign plans designed to win business, by gaining the four types of customer commitments needed to progress an opportunity.
Programmes include elements based on real accounts and opportunities.
Top 5 Learning Outcomes
- SCOTSMAN® as a qualification, time management and planning tool
- How to identify and gain commitments as the sale progresses
- Differentiate your company from its competitors
- Manage the politics associated with the sale
- Compile a campaign plan driven by commitments required of the prospect and internal players
Summary
Delivery
Available through
On site Classroom &
Virtual Classroom with eLearning
Who's it for?
Sales staff, key support staff, sales management
SCOTSMAN® Developing Relationships and Managing Accounts
Programme Summary
We establish an Account Management and Development discipline, so participants work effectively to build strong, productive supplier relationships.
We examine the differences between Account Management Selling and “Deal” Selling, and the processes needed to develop an account, access key people and work towards gaining preferred supplier status.
Programmes include elements based on real accounts and opportunities where appropriate.
Top 5 Learning Outcomes
- Develop a “Scouting Plan” and gain access to key individuals
- Secure a hunting licence to discover and open up new opportunities
- Uncover the complex decision processes of large organisations
- Talk the language of senior executives
- Know how to gain preferred supplier status
Summary
Delivery
Available through
On site Classroom &
Virtual Classroom with eLearning
Who's it for?
Account managers, sales people/management and support staff
SCOTSMAN® Professional Selling Skills
Programme Summary
We equip participants with the core professional skills required in every sales situation, and develop the skills needed to engage the customer and progress the sale.
We introduce different selling styles and the appropriate behaviours to use in different sales circumstances.
Attendees will acquire the competencies needed to have intelligent but persuasive conversations with senior executives.
Programmes include elements based on real accounts and opportunities where appropriate.
Top 5 Learning Outcomes
- Deploy our four point meeting model (Need Creation, Listening, Giving Evidence, Qualification)
- Adopt the right selling styles and behaviours in different sales situations
- Appreciate the power, purpose and benefits of SCOTSMAN® and Commitment Selling
- Define the pattern of a sale as a set of commitments required of the prospect
- Ensure that our differentiators satisfy the prospect’s criteria
Summary
Delivery
Available through
On site Classroom &
Virtual Classroom with eLearning
Who's it for?
Sales staff, key support staff, sales management
SCOTSMAN® Major Account Penetration
Programme Summary
We coach on how to open-up new or existing accounts and create new business opportunities.
We explore selling styles, gaining access to decision-makers, handling politics, responding to needs, creating needs, holding effective sales meetings and networking to identify new business opportunities.
Programmes include elements based on real accounts and opportunities where appropriate.
Top 5 Learning Outcomes
- Select which prospects or accounts are best to approach
- Develop a suitable “premise” to open doors
- Gain access to key individuals within new and existing accounts
- Secure a hunting licence to discover and open up new opportunities
- Escape if trapped at too low a contact level
Summary
Delivery
Available through
On site Classroom &
Virtual Classroom with eLearning
Who's it for?
Account managers, sales people and support staff involved in creating new business opportunities.