SCOTSMAN® Negotiation & Objection Handling
Shift the balance of power back to the seller.
Advanced skills that drive more profitable business faster. It integrates SCOTSMAN® and Commitment Selling practices — particularly robust qualification and effective management of showstoppers — to strengthen negotiation strategies, shifting the balance of power from buyer to seller and maximising revenue and margins by changing the rules of engagement. It also clarifies the distinction between objections and negotiation issues, and gives participants the confidence to apply these skills in real-world scenarios.
Experienced sellers, deal-desk, commercial leads
Classroom & Virtual
Multi-day classroom
Negotiation toolkit
Inside the Negotiation programme.
Know the difference between an objection and a negotiation issue — and handle each appropriately.
Dealing with Objections
Avoiding them altogether · qualifying · negotiating around them.
Negotiation vs Objection Handling
The programme clarifies the distinction between objections and negotiation issues, providing participants with the tools to address each appropriately.
The Power Balance
Buyer versus seller · the seller’s friends lobby · prior good sales practice empowers the seller.
The Negotiation Process
Seven-phase process to maximise your chances of success
Concessions / Bargaining
‘If you… then I…’ · how far to move · what’s in it for you, and for me.
Negotiation Skills
Styles — fight, appease, flee, dither, analyse and idealise — and the common negotiation errors.
What participants take away.
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 smooths 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.
How this programme runs.
Classroom
Half a day.
Virtual
2 × 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 a 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.
Why One Methodology Isn't Enough
Why most sales methodologies fail in isolation — and how SCOTSMAN® combines with negotiation and objection-handling discipline to produce sustained, defensible selling.
“A real game changer that gives you confidence to better qualify and focus your pipeline.”