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

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Summary

Available through
e-Training & Virtual


Classroom training
suspended

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

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Summary

Available through
e-Training & Virtual


Classroom training
suspended

Who's it for?

Sellers / management and support staff

SCOTSMAN® Major Account Selling Skills

Programme Summary

We coach participants on how to plan, handle and win the politics of major sales.

We summarise the sales process, examine how to evaluate competition, deal with the politics and build up the need for our products and services.

Participants will learn how to construct campaign plans designed to win more business.

Programmes include elements based on real accounts and opportunities where appropriate.

Top 5 Learning Outcomes

  • Compile a campaign plan driven by commitments required of the prospect and internal players
  • Gain those commitments as the sale progresses
  • Deploy SCOTSMAN® as a qualification, time management and planning tool
  • Manage the politics associated with the sale
  • Differentiate your company from its competitors

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Summary

Available through
e-Training & Virtual


Classroom training
suspended

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

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Summary

Available through
e-Training & Virtual


Classroom training
suspended

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

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Summary

Available through
e-Training & Virtual


Classroom training
suspended

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

Enquire

Summary

Available through
e-Training & Virtual


Classroom training
suspended

Who's it for?

Account managers, sales people and support staff involved in creating new business opportunities.