SCOTSMAN® Negotiation and Objection Handling
Shift the balance of power back to the Seller
Programme Summary
This programme is designed to equip participants with advanced skills that drive more profitable business faster. It introduces the integration of SCOTSMAN® and Commitment Selling practices—particularly robust qualification and effective management of showstoppers—to strengthen negotiation strategies. By mastering these techniques, participants learn to shift the balance of power from buyer to seller, ultimately maximising revenue and margins by changing the rules of engagement.
In addition, the programme clarifies the distinction between objections and negotiation issues, providing participants with the tools to address each appropriately.
Attendees not only grasp the theoretical underpinnings of these essential skills but also gain the confidence to apply them effectively in real-world scenarios.
Programme Content
Top 5 Learning Outcomes
- How comprehensive Need Creation reduces the number of objections in any sales situation.
- How robust Qualification prevents avoidable objections being raised.
- How asking for timely, appropriate commitments from the prospect that will smooth the way forward to the sale.
- Adopt and benefit from the REAR model (Relax, Explore, Acknowledge, Respond) when dealing with objections.
- How removing some predictable potential negotiation problems can accelerate the selling process and increase the chances of winning the business.
Delivery Options
Classroom
- 1/2 day
Virtual
- 2 x 2.5 Hrs Virtual Classroom
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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