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SCOTSMAN® Training

Transform your sales team through proven qualification and commitment selling.

Master the art of sales qualification with the methodology trusted by leading businesses worldwide. Six programmes, three delivery formats, one shared discipline.

The best salespeople follow a consistent, repeatable process.

Core training programmes

Six programmes — from foundation to leadership.

Each programme stands alone. Combined, they install SCOTSMAN® as the operating system of your sales organisation.

Programme 1 · foundation

SCOTSMAN® Pipeline Qualification

If you are going to lose, lose quickly — but first, work out how to win. For sales professionals: SCOTSMAN® Qualification and Commitment Selling for generating and managing future opportunities, applied through a business game that simulates 12 months of trading.
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Programme 2 · masterclass

SCOTSMAN® Masterclass in Commitment Selling

Our flagship programme. Prepare a team plan to win a major sales project — gaining access to key people, handling meetings to build a need, and creating, qualifying and structuring the opportunity to deal with the politics and competition.

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Programme 3 · leadership

SCOTSMAN® Coach - Business Leaders In Control

People respect what you inspect — not what you expect. A two-day workshop on how sales operational excellence drives predictable sales growth, by examining and refining your sales leadership and management processes.

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Programme 4 · accounts

Developing Relationships & Managing Accounts

How to climb the preferred supplier ladder. An extended version of the Masterclass — win accounts, not just the next deal: build and implement account plans, gain the political commitments to develop the relationship, and uncover new opportunities.

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Programme 5 · negotiation

SCOTSMAN® Negotiation & Objection Handling

Shift the balance of power back to the seller. Advanced skills that integrate SCOTSMAN® and Commitment Selling — robust qualification and managing showstoppers — and clarify the difference between objections and negotiation issues.

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Programme 6 · skills

SCOTSMAN® Professional Selling Skills

A fundamental programme on core professional selling skills. Most sales follow a predictable process, and the customer-engagement model — need creation, giving evidence, qualification and gaining commitment — is the spine of it.

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Click any programme above for full content, learning outcomes and delivery options.

Delivery options

Three formats. Same methodology. Built around how your team works.

1–3 days
Classroom training

Immersive, interactive, live-feedback. One, two, or three-day formats depending on the programme. Stepping away from daily tasks produces the clarity to embed the methodology.

  • Engaging group learning with peers
  • Role-play and real-world scenarios
  • Distraction-free environment
Live + online
Virtual training

Smaller groups, weekly live sessions, self-paced modules between. Built for distributed teams who can’t all be in the same room. Blends live trainer-led discussion with on-demand reinforcement.

  • Weekly live sessions, fits around work
  • Self-paced modules between sessions
  • Virtual role-plays and exercises
Gamification
Pipeline Simulator Game

A competitive virtual trading world. Teams apply SCOTSMAN® to simulated opportunities under time pressure. Used after classroom sessions or alongside virtual programmes to make learning stick.

  • Simulated decision-making under pressure
  • Team competition reinforces discipline
  • Risk-free environment to practise

“Great methodology to give salespeople real concrete things to implement — instead of just fluffy philosophies.”

Tyler Neal · SoftServe

Book a programme

Get in touch to discuss the right programme for your team.

Foundation? Masterclass? Leadership coaching? Tell us your situation and we’ll recommend the best route.