SCOTSMAN® & Commitment Selling
Methodology
The Science Behind Sales Excellence
SCOTSMAN® & Commitment Selling Methodology
The Science Behind Sales Excellence
The Science of Sales Excellence
Replicating Instinctive Success
Our methodology transforms innate talent into a systematic, learnable process:
The best sellers consistently demonstrate:
Robust Opportunity Qualification
-
Use strict criteria to assess deal quality
-
Refuse to bid on opportunities that can't be won
-
Focus time on winnable and developable opportunities
Looking at the Sale as a Whole
- Focus beyond just the next meeting
- Plan for required commitments, not just activities
- Recognise that deals are won when both parties are doing work
Commitment-Driven Focus
- Secure specific commitments from key stakeholders
- Ensure customer engagement at every stage
- Drive mutual action and progress
Strategic
Planning
- Map out required commitments in advance
- Focus on what the customer needs to do
- Build momentum through progressive commitments
Our flagship SCOTSMAN® Masterclass in Commitment Selling Programme. Learn More
The Science of Sales Excellence
Replicating Instinctive Success
Our methodology transforms innate talent into a systematic, learnable process:
The best sellers consistently demonstrate:
Robust Opportunity Qualification
-
Use strict criteria to assess deal quality
-
Refuse to bid on opportunities that can't be won
-
Focus time on winnable and developable opportunities
Looking at the Sale as a Whole
- Focus beyond just the next meeting
- Plan for required commitments, not just activities
- Recognise that deals are won when both parties are doing work
Commitment-Driven Focus
- Secure specific commitments from key stakeholders
- Ensure customer engagement at every stage
- Drive mutual action and progress
Strategic Planning
- Map out required commitments in advance
- Focus on what the customer needs to do
- Build momentum through progressive commitments
Our flagship SCOTSMAN® Masterclass in Commitment Selling Programme. Learn More
The Biggest Waste Of Time In Sales
At the end of the sales year, ask any seller "what resource are you lacking that prevents you from doubling the level of sales achieved?"
The constraint most identify is time—"There is just not enough of it."
So what is the biggest waste of time in sales? Some might say:
Travel
Administration
Internal Meetings
None of these are the right answer
What's your win rate?
If submitting 10 proposals to a prospect, the difference we see between the average and the best is clear:
Average Seller
Typical Win Rate:
Of Selling Hours Spent Losing
Fundamental Truth: The biggest waste of your time is the sale you lose!
The Best:
Typical Win Rate:
Of Selling Hours Focused on Winning
The best double their selling time!
The discipline for this skill and performance is Sales Qualification Planning
The Biggest Waste Of Time In Sales
At the end of the sales year, ask any seller "what resource are you lacking that prevents you from doubling the level of sales achieved?"
The constraint most identify is time—"There is just not enough of it."
So what is the biggest waste of time in sales? Some might say:
Travel
Administration
Internal Meetings
None of these are the right answer
What's your win rate?
If submitting 10 proposals to a prospect, the difference we see between the average and the best is clear:
Average Seller
Typical Win Rate:
Of Selling Hours Spent Losing
Fundamental Truth: The biggest waste of your time is the sale you lose!
The Best:
Typical Win Rate:
Of Selling Hours Focused on Winning
The best double their selling time!
The discipline for this skill and performance is Sales Qualification Planning
SCOTSMAN®: A Powerful Planning & Time Management Tool
SCOTSMAN® transforms traditional sales qualification into a structured, evidence-based process while maintaining the flexibility needed for complex sales situations.
Selling is not a problem, it's a process. When it's not a process, it becomes a problem.
While many believe they understand SCOTSMAN®, few utilise its full potential as a comprehensive sales planning and qualification methodology.
The difference between hoping to win and knowing how to win, or lose quickly
Stop wasting time on deals you can't win.
Start winning the deals you can't afford to lose.
Start your journey with our SCOTSMAN® Pipeline Qualification Programme. Learn More
SCOTSMAN®: A Powerful Planning & Time Management Tool
SCOTSMAN® is the most powerful planning tool available to sellers, transforming traditional sales qualification into a structured, evidence-based process while maintaining the flexibility needed for complex sales situations.
Selling is a process. When it's not a process, it becomes a problem.
While many believe they understand SCOTSMAN®, few utilise its full potential as a comprehensive sales planning and qualification methodology.
The difference between hoping to win and knowing how to win, or lose quickly
Stop wasting time on deals you can't win.
Start winning the deals you can't afford to lose.
Start the journey with our SCOTSMAN® Pipeline Qualification Programme. Learn More
Foundation & Philosophy
Beyond Simple Checklists: Transform Your Sales Approach.
SCOTSMAN® is a sophisticated sales qualification methodology that goes beyond simple checklists.
When everything’s fine, you bid. When the problems are too big, you walk away. Those decisions are obvious. But most deals sit somewhere in between. SCOTSMAN® shows you what work is needed to address gaps or issues, turning a blunt yes/no into a clear, informed plan of action.
The Three-Way Process:
SCOTSMAN® is not a simple yes/no decision tool. It's a sophisticated three-way process:
0 - No more work
Everything is good, there is no more work to do.
1 - Data Missing
There are gaps in are knowledge, things we need to find out.
10 - Potential Problem
There’s a major issue, and we need the prospect to take action to change it
Success is measured by customer commitments.
Foundation & Philosophy
Beyond Simple Checklists: Transform Your Sales Approach.
SCOTSMAN® is a sophisticated sales qualification methodology that goes beyond simple checklists.
When everything’s fine, you bid. When the problems are too big, you walk away. Those decisions are obvious. But most deals sit somewhere in between. SCOTSMAN® shows you what work is needed to address gaps or issues, turning a blunt yes/no into a clear, informed plan of action.
The Three-Way Process:
SCOTSMAN® is not a simple yes/no decision tool. It's a sophisticated three-way process:
0 - No more work
Everything is good, there is no more work to do.
1 - Data Missing
There are gaps in are knowledge, things we need to find out.
10 - Potential Problem
There’s a major issue, and we need the prospect to take action to change it
Success is measured by customer commitments.
The SCOTSMAN® Framework
Eight Critical Dimensions of Sales Success
The methodology evaluates opportunities, using the 3 way process, across eight critical criteria
Solution
Do I have a good solution to their problem?
Competition
Is there a bias?
A preferred supplier?
Originality
Do I have anything unique that they need?
Timescales
Is the timescale achievable for us?
Size
Does it demand too much effort for its size?
Money
Is there a realistic budget?’
Authority
Are we talking to decision-makers?
Need
Is there a need and a justification for the project?
SCOTSMAN® is a registered trademark of Advanced Selling Skills Academy Ltd
Each criterion must be realistically tested to make a true assessment of winning chances.
The Definitive Guide To Qualification
Dermot Bradley's complete book, "If You Are Going To Lose, Lose Quickly"
- Complete SCOTSMAN® methodology overview
- Real-world qualification frameworks
The SCOTSMAN® Framework
Eight Critical Dimensions of Sales Success
The methodology evaluates opportunities, using the 3 way process, across eight critical criteria
Solution
Competition
Originality
Timescales
Size
Money
Authority
Need
SCOTSMAN® is a registered trademark of Advanced Selling Skills Academy Ltd
Each criterion must be realistically tested to make a true assessment of winning chances.
The Definitive Guide To Qualification
Dermot Bradley's complete book, "If You Are Going To Lose, Lose Quickly"
- Complete SCOTSMAN® methodology overview
- Real-world qualification frameworks
Commitment Selling
The Power of Two
SCOTSMAN® tells you they're serious about the project. Commitments tell you they're serious about you and your solution.
Think not what you are doing for the customer but what is the customer doing for you
SCOTSMAN®:
- Qualifies the opportunity
- Shows if they are willing to change
+
Commitments:
- Qualify the customer's intent
- Shows if they are willing to change to you
=
Success
- Measured by gaining commitments - every step of the way
- Winning major contracts is the accumulation of winning commitments
Our methodology addresses three key areas:
Why Change? Why Now? Why Us?
Commitment Selling
The Power of Two
SCOTSMAN® tells you they're serious about the project. Commitments tell you they're serious about you and your solution.
Think not what you are doing for the customer but what is the customer doing for you
SCOTSMAN®:
- Qualifies the opportunity
- Shows if they are willing to change
+
Commitments:
- Qualify the customer's intent
- Shows if they are willing to change to you
=
Success
- Measured by gaining commitments - every step of the way
- Winning major contracts is the accumulation of winning commitments
Our methodology addresses three key areas:
Why Change? Why Now? Why Us?
A real game changer that gives you confidence to better qualify and focus your pipeline
John Dye, Servest
Customer stories Learn More
A real game changer that gives you confidence to better qualify and focus your pipeline
John Dye, Servest
SCOTSMAN® Mindset
We should make the client’s issues realistically as big as possible to increase the value of the sale, so need to be very empathetic when discussing their needs.
We don’t like to waste time on sales that are going nowhere, so we must be happy to ask the blunt questions early in the process.
We should be quite demanding on the level of commitment we get before moving on to the next step. This toughness engenders confidence in the prospect’s mind.
SCOTSMAN® Mindset
We should make the client’s issues realistically as big as possible to increase the value of the sale, so need to be very empathetic when discussing their needs.
We don’t like to waste time on sales that are going nowhere, so we must be happy to ask the blunt questions early in the process.
We should be quite demanding on the level of commitment we get before moving on to the next step. This toughness engenders confidence in the prospect’s mind.
Get the eBook:
Planning A Major Sale
Dermot Bradley's complete book,
"Planning A Major Sale" available as a free download.
In a world where CRMs promise perfect visibility yet still leave complex-sale teams staring at a muddled pipeline, Planning a Major Sale clears the fog. It shows you how to turn sprawling, multi-stakeholder pursuits into a disciplined campaign with concrete buyer commitments and a roadmap everyone can trust.
Get the eBook:
Planning A Major Sale
Dermot Bradley's complete book,
"Planning A Major Sale" available as a free download.
In a world where CRMs promise perfect visibility yet still leave complex-sale teams staring at a muddled pipeline, Planning a Major Sale clears the fog. It shows you how to turn sprawling, multi-stakeholder pursuits into a disciplined campaign with concrete buyer commitments and a roadmap everyone can trust.