SCOTSMAN® and
Commitments

Bringing Science to the Art of Selling

Plan to Win or Lose Quickly

SCOTSMAN® is a powerful planning and time management tool designed for winning complex deals. It provides new KPIs and accurate metrics to score the sale against eight areas. It pulls the whole process of qualification into a simple framework to ensure time is not wasted on unwinnable deals.

SCOTSMAN®

Solution

Do I have a good solution to their problem?

SCOTSMAN®

Competition

Is there a bias?
A preferred supplier?

SCOTSMAN®

Originality

Do I have anything unique that they need?

SCOTSMAN®

Timescales

Is the timescale achievable for us?

SCOTSMAN®

Size

Does it demand too much effort for its size?

SCOTSMAN®

Money

Is there a realistic budget?’

SCOTSMAN®

Authority

Are we talking to decision-makers?

SCOTSMAN®

Need

Is there a need and a justification for the project?

SCOTSMAN® is a registered trademark of Advanced Selling Skills Academy Ltd - Advance

SCOTSMAN® Redefines Robust Qualification

The SCOTSMAN® methodology continually tests the sale against eight areas and turns sales qualification on its head, by moving it from a simple Yes/No to a 3-way process.

5 Reasons Why Your Sales Team Should Use SCOTSMAN®

 
 

Datasets Designed for a Structured Sales Process

Gaining a forensic understanding of the pipeline requires quality data. However, frequently CRM systems record quantitative data related to internal activities / stages of sale, resulting in poor and inaccurate forecasts.

Empowering your opportunity metrics with the SCOTSMAN® Commitment Manager CRM App enables sales leaders to execute the SCOTSMAN® method in a structured way. This optimises planning and qualification practices, strengthens data quality and improves forecasting.

Embed SCOTSMAN® into your CRM

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SCOTSMAN® and Commitment Selling is the best and most relevant approach for our Solutions Team

Cameron Smith, KONIKA MINOLTA

Accurately Gauge Customer Intent

Planning sales based on physical actions undertaken by the customer, prevents the tendency to make inaccurate assumptions about whether an opportunity is making progress.

The SCOTSMAN® qualification framework tells you if the customer is serious about buying a solution and when.

It identifies the areas of concern in the sale, informing sellers about the steps, or commitments, needed from the customer to move forward and close the deal.

The process of driving out customer commitments directs the seller towards winning.

Achieve the Greatest Outcomes from your Sales Team

The combination of the SCOTSMAN® sales qualification methodology and the process of driving out customer commitments are crucial concepts to maximise sales resources and gain a forensic understanding of the pipeline.

Progressive sales operations leaders track customer actions – specific to their buyers’ journeys – to gain visibility into deal progress, enable advanced analytics, and provide their sales managers with better insight to help sellers close deals

Gartner

Customer Commitments can Double the
Power of your Qualification

White Paper sales qualification and commitment selling

White Paper: Qualification
and Commitments


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