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SCOTSMAN Part 3

Synergie

Created on November 12, 2024

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Transcript

The SCOTSMAN Questions

These best practices listed previously help create effective, engaging sales calls that focus on the prospect's needs while optimizing the use of your time. Little touches like a smile in your voice and good preparation can make all the difference in engaging a prospect and converting them into a client.

The SCOTSMAN methodology enables sales teams to comprehensively analyze the viability of an opportunity, ensuring that all key aspects are covered.

SCOTSMAN

What you should consider...

Solution

  • Can my product or service really solve the client's problem ?
  • What is the value of my product relative to the client's need ?
  • Does my offer match what the client is looking for ?

SCOTSMAN

What you should consider...

Competition

  • Who else is bidding for this sale ?
  • Has the client expressed an interest in our competitors ?
  • Where do we stand relative to the competition ?

SCOTSMAN

What you should consider...
  • What unique benefits does our product/service confer ?
  • What makes our company unique?
  • What sets us apart from the competition ?
  • Can we effectively communicate what makes us different from the competition ?

Originality

SCOTSMAN

What you should consider...

Timescale

  • Are the client's timescales realistic and can we deliver on time ?
  • Do they work with our requirements ?

SCOTSMAN

What you should consider...

Size

  • What is the scope of this opportunity ?
  • Is there enough potential ?
  • Does it fit well with our sales targets ?

SCOTSMAN

What you should consider...

Money

  • What is the client's budget and is it realistic ?
  • Does my product/service fit within their budget ?

SCOTSMAN

What you should consider...

Authority

  • Am I dealing with the decision-maker or someone who can authorize this purchase without additional permission ?

SCOTSMAN

What you should consider...

Need

  • Does the client recognize a need for my products/services ?
  • Can we say with certainty that they really need this solution ?
  • Is the need urgent enough to lead to a quick purchasing decision ?