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.

SCOTSMAN® is a well-established sales qualification method. 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®

 
 

Add Quality Measures to Reporting

SCOTSMAN® provides managers with additional sets of KPIs they can inspect throughout the stages of sale.

It adds quality measures to existing reporting and instils a common behaviour among sellers.

By having a forensic understanding of opportunities, SCOTSMAN® allows managers to better support and coach their sellers.

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

Improve Sales Analytics that Accurately Gauge Customer Intent

Planning sales based on metrics that track physical actions undertaken by the customer,
helps sellers move away from making assumptions about whether the opportunity is making progress.

The SCOTSMAN® qualification framework tells you if the customer is serious about buying a solution now.
But the deal will be won by your business, by gaining and accumulating commitments from the customer.

The greater understanding of each deal in the pipeline this provides, means more accurate probability
metrics can be deployed and sales forecasting becomes more scientific.

Achieve the Greatest Outcomes from your Sales Team

SCOTSMAN® qualification identifies the areas of concern in the sale, informing sellers about the commitments needed from the customer to move forward.

This makes the combination of the SCOTSMAN® sales methodology and the process of driving out customer commitments crucial concepts to maximise sales resources.

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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