SCOTSMAN® Professional Selling Skills
If you are going to lose then lose quickly! But first, work out how to win
Programme Summary
This fundamental programme trains participants on core professional selling skills.
Regardless of the fact that businesses and their products and services differ dramatically, most sales follow a predictable process - a pattern that can be predefined to a great extent and planned for with confidence.
Customer Engagement
The customer engagement model is fundamental to professional selling. It forms the spine of our processes and methodologies - the pillars upon which sales success is built - need creation, giving evidence, qualification and gaining commitment.
Programme Content
Top 5 Learning Outcomes
- Identify and understand four different selling styles.
- Clearly differentiate between recognised and unrecognised needs.
- Apply the SCOTSMAN® to qualify potential sales.
- Recognise quit points and quit early if you cannot win the sale (lose quickly).
- Create an effective commitment driven sales meeting agenda.
Delivery Options
Classroom
-
- 1 day
Virtual
- 2 x 2.5 Hrs Virtual Classroom
- 5 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.
