SCOTSMAN® Pipeline Qualification
If you are going to lose then lose quickly! But first, work out how to win
Programme Summary
This programme is designed for experienced sales professionals.
During the programme participants will explore the concepts of SCOTSMAN® Qualification and
Commitment Selling in relation to generating and managing future opportunities.
They will spend time applying these concepts via a sales business game that simulates 12 months of trading
Programme Content
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
Delivery Options
Classroom
- 1 day
Virtual
- 2 x 2.5 Hrs Virtual Classroom
- 4 Hrs Online Modules
Includes
SCOTSMAN® Pipeline Simulator
How satisfied are you with the predictability, reliability and consistency of Business results?
- Is your salesforce hit rate on sales too low?
- Is the salesforce poor at structuring bigger deals?
- Do they do enough prospecting?
- Are enough of them making targets?
- Would you like to give them bigger targets?
- Do they gain commitments at all points in the sale?
- Can they gain access after they have submitted their proposals?
If any of these questions are important to you then get in touch.
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