SCOTSMAN® Masterclass
in Commitment Selling
Selling is not a problem, its a process. When its not a process, it becomes a problem.
SCOTSMAN® Masterclass in Commitment Selling
Selling is not a problem, its a process. When its not a process, it becomes a problem.
Programme Summary
Our flagship programme trains participants on how to prepare a team plan to win a major sales project. The programme examines the steps needed to gain access to key people. It examines the best sequence to meet them. It examines how to handle meetings to build up a need for your services.
It examines the differences needed between the meetings with senior executives and meetings with technicians; between users and technical staff.
It examines how to create, qualify and structure the resulting opportunity to deal with the politics and competition.
They will spend time applying these concepts via a sales business game that simulates 12 months of trading.
For more information or to book this programme
Programme Aims
- To teach participants how to handle major sales opportunities.
- To develop a plan for how to win a major piece of business.
- To understand and use the processes needed to develop that plan.
- To teach experienced sales people how to win the politics of major sales.
Programme Content
Sales Campaign Planning Overview
Qualification
We examine the eight criteria of SCOTSMAN® to help us decide whether or not a project is worthwhile. We examine the verbal skills needed to qualify the opportunities that arise, and the planning skills to map out the way forward.
Sales Meeting Objectives
We examine the difference between the agenda for a meeting and the objectives of a meeting. The objectives are always customer commitments. Senior people expect you to give them some sort of decision to make and will be frustrated with the meeting if you don’t. So we examine the sort of decisions they might find interesting, and the type of commitments we need from them – qualification, timetable, lobbying or criteria commitments.
Political Map
To win big sales, we must understand the politics involved. Participants draw up the political map for an account – Who’s who in the zoo? The participants audit their relationship and level of engagement with their accounts.
Selling to Senior Executives
Selling Styles
Need Creation
We discuss different selling styles, in particular the difference between selling to recognised needs and selling to unrecognised needs – responding to needs versus creating needs, and the advantages and disadvantages of each.
Listening
Giving Evidence
Beating the Competition
Selling Timetables
How do you:
Sales Campaign Planning
Delivery Options
Classroom
-
- 2 or 3 days
Virtual
- 4 x 2.5 Hrs Virtual Classroom
- 12 Hrs Online Modules
Includes
SCOTSMAN® Pipeline Simulator
Learning Outcomes
- Gain Access to key individuals within new and existing accounts.
- Hold effective sales meetings.
- Set up meetings with senior executives in prospect companies.
- Create major opportunities at a senior level.
- Gain commitment at each stage of the sale.
- Qualify these opportunities very thoroughly - they take a lot of resource.
- Identify "Potential Showstoppers" for the sale and what is needed to address them.
- Structure the resulting findings into a winnable sales opportunity.
- Uncover the complex decision processes of large organisations.
- Understand the "Political Map" in your accounts
- Structure the plan to gain access to all key people at all levels within new and existing accounts at key times.
- Talk the language of senior executives
- Decide the key activities at each stage of the sale.
- Improve the chance of having discussions after the bid is submitted.
- Put in place specific activities to differentiate your company from its competitors.
- Influence the specification towards your company strengths.
- Rehearse friends so that they put across your company message.
Programme Summary
Our flagship programme trains participants on how to prepare a team plan to win a major sales project. The programme examines the steps needed to gain access to key people. It examines the best sequence to meet them. It examines how to handle meetings to build up a need for your services.
It examines the differences needed between the meetings with senior executives and meetings with technicians; between users and technical staff.
It examines how to create, qualify and structure the resulting opportunity to deal with the politics and competition.
They will spend time applying these concepts via a sales business game that simulates 12 months of trading.
For more information or to book this programme
Programme Aims
- To teach participants how to handle major sales opportunities.
- To develop a plan for how to win a major piece of business.
- To understand and use the processes needed to develop that plan.
- To teach experienced sales people how to win the politics of major sales.
Programme Content
Sales Campaign Planning Overview
Qualification
We examine the eight criteria of SCOTSMAN® to help us decide whether or not a project is worthwhile. We examine the verbal skills needed to qualify the opportunities that arise, and the planning skills to map out the way forward.
Sales Meeting Objectives
We examine the difference between the agenda for a meeting and the objectives of a meeting. The objectives are always customer commitments. Senior people expect you to give them some sort of decision to make and will be frustrated with the meeting if you don’t. So we examine the sort of decisions they might find interesting, and the type of commitments we need from them – qualification, timetable, lobbying or criteria commitments.
Political Map
To win big sales, we must understand the politics involved. Participants draw up the political map for an account – Who’s who in the zoo? The participants audit their relationship and level of engagement with their accounts.
Selling to Senior Executives
Selling Styles
Need Creation
We discuss different selling styles, in particular the difference between selling to recognised needs and selling to unrecognised needs – responding to needs versus creating needs, and the advantages and disadvantages of each.
Listening
Giving Evidence
Beating the Competition
Selling Timetables
How do you:
Sales Campaign Planning
Delivery Options
Classroom
-
- 2 or 3 days
Virtual
- 4 x 2.5 Hrs Virtual Classroom
- 12 Hrs Online Modules
Includes
SCOTSMAN® Pipeline Simulator
Learning Outcomes
- Gain Access to key individuals within new and existing accounts.
- Hold effective sales meetings.
- Set up meetings with senior executives in prospect companies.
- Create major opportunities at a senior level.
- Gain commitment at each stage of the sale.
- Qualify these opportunities very thoroughly - they take a lot of resource.
- Identify "Potential Showstoppers" for the sale and what is needed to address them.
- Structure the resulting findings into a winnable sales opportunity.
- Uncover the complex decision processes of large organisations.
- Understand the "Political Map" in your accounts
- Structure the plan to gain access to all key people at all levels within new and existing accounts at key times.
- Talk the language of senior executives
- Decide the key activities at each stage of the sale.
- Improve the chance of having discussions after the bid is submitted.
- Put in place specific activities to differentiate your company from its competitors.
- Influence the specification towards your company strengths.
- Rehearse friends so that they put across your company message.
If Carlsberg did training courses, they would probably be the second best in the world.
Mike Carter, CEO - Netpremacy
