The methodology, written down. Read it, challenge it, apply it.
A method you can read is a method you can defend.
Belief comes from a method you can read, challenge and defend — not opinion. Codified from the work of the top 15% of sellers across forty years of observation, not invented theory.
Selling is a process. When it’s not a process, it becomes a problem.
Three parts — mapped to the three questions every deal must answer.
Part One asks will they act? Part Two asks will they act with you? Part Three asks will they act now? Together, the complete commitment-selling system.
The eight SCOTSMAN® criteria. The three-way 0/1/10 process. How the best sellers score opportunities ruthlessly and walk away from the ones they can’t win.
- The biggest waste of time in sales
- The eight critical dimensions
- Three-way scoring, not yes/no
- Why “potential problem” is the highest score
The Power of Two. The four commitment types. How to make the customer do the work — and why deals are won by accumulating commitments, not by closing.
- SCOTSMAN® + Commitments = Success
- Why change? Why now? Why us?
- The four commitment types
- The SCOTSMAN® mindset
The discipline of timetable selling. How to structure a major sale, drive it to a decision, and gain access after the proposal is submitted. The skills that close.
- Selling the timetable
- Mapping commitments to a campaign plan
- Negotiation and objection handling
- Closing for commitment, not pressure
One method. Three books. Every scale.
The two companions put the method to work — deal by deal, and account by account.
Each is a full book in its own right, pairing with a Coach on the platform. Same three questions, widened from a single opportunity to the whole relationship.
Planning a Major Sale with SCOTSMAN® AI
- Run a single deal as a project — qualify it, commit it, close it
- The eight criteria, the commitments and the timetable, on one opportunity
- The campaign plan that maps every move from contact to contract
Paperback · Kindle
Climbing the Preferred Supplier Ladder with SCOTSMAN® AI
- Climb from approved vendor to preferred supplier and strategic partner
- Win the whole account — the plans, senior management, commitments
- Aggregate many opportunities into one multi-year account strategy
Paperback · Kindle
Four audiences. One discipline.
To stop wasting time on the unwinnable. To know which deals to chase and which to walk from.
To run deal reviews that change behaviour. To turn pipeline meetings into decisions, not reports.
To build a forecast the board can actually trust. To align people, processes and systems.
To understand the discipline behind predictable revenue — and what to ask the CRO at the next QBR.
From sellers, leaders, and the people who train them.
“Using SCOTSMAN® has revolutionised sales and sales management here at LINKFRESH. It gives far better visibility of every deal, makes the team prepare for meetings, ask the right questions, and know what commitments to ask for. The result is great improvements in our ability to forecast deals.”
Andy Makeham · CEO, LINKFRESH Software Ltd
“A real game changer that gives you confidence to better qualify and focus your pipeline.”
John Dye · Servest
“Great methodology to give salespeople real concrete things to implement — instead of just fluffy philosophies.”
Tyler Neal · SoftServe
“Selling is a process. When it’s not a process, it becomes a problem. This book is the process.”
Dermot Bradley · Original creator of SCOTSMAN®
Building on forty years of decoded sales discipline.
SCOTSMAN® was created by Dermot Bradley, whose earlier book — “If You Are Going To Lose, Lose Quickly” — captured the original framework. Mike Wilkinson’s The SCOTSMAN® Methodology updates it for SaaS, multi-stakeholder selling, and the AI era — while preserving every word of the original IP.