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
Programme Content
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:
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
-
- 2 or 3 days
Virtual
- 4 x 2.5 Hrs Virtual Classroom
- 12 Hrs Online Modules
Includes
SCOTSMAN® Pipeline Simulator
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
Programme Content
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:
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
-
- 2 or 3 days
Virtual
- 4 x 2.5 Hrs Virtual Classroom
- 12 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.
If Carlsberg did training courses, they would probably be the second best in the world.
Mike Carter, CEO - Netpremacy
