SCOTSMAN Flashcards
(13 cards)
What does SCOTSMAN stand for in sales methodology?
S: Solution
C: Competition
O: Originality
T: Timescales
S: Size
M: Money
A: Authority
N: Need
What does “S” (Solution) mean in SCOTSMAN?
Do we have the right solution for their problem?
Scenario: Imagine talking to an HR director who’s tired of employees not using their wellness benefits. You ask, “What if your team had a solution where employees could choose exactly what benefits matter to them?” They light up. You explain how Forma’s Lifestyle Spending Accounts (LSAs) let employees spend their benefits on what they actually value—like fitness, childcare, or mental health.
What does “C” (Competition) mean in SCOTSMAN?
Are we up against other providers for the deal?
Scenario: The HR director mentions they’re also considering another provider. Instead of worrying, you ask, “What are you hearing from other companies? Anything that stands out?” This lets you see what they like and what’s missing—so you can position Forma’s strengths.
What does “O” (Originality) mean in SCOTSMAN?
What makes us stand out from competitors?
Scenario: Other benefits platforms just push out generic wellness programs. You explain, “What sets Forma apart is that employees can truly personalize their benefits. It’s not one-size-fits-all. Employees choose what’s important to them.” Now, the HR director sees how Forma is different and how it can offer more value.
What does “T” (Timescales) mean in SCOTSMAN?
Do we know the customer’s timeline for making a decision?
Scenario: You’re talking with a company that wants to overhaul their benefits by the next quarter. You ask, “When do you need this up and running?” They tell you their deadline is three months away. Now you know how urgent their decision is and can adjust accordingly.
What does “S” (Size) mean in SCOTSMAN?
Is the deal large enough for us to pursue?
Scenario: A small startup with 30 employees asks about Forma. It’s not quite the scale you’re looking for, so you think about how to move forward. “Is there a future expansion plan we could align with?” If they’re planning to grow, it could turn into a bigger opportunity.
What does “M” (Money) mean in SCOTSMAN?
Does the customer have the budget for our solution?
Scenario: The company mentions they’re watching costs closely. You ease into the conversation: “Have you set aside a budget for this project?” If they’re budget-conscious, you explain how Forma’s flexible LSAs can save money by eliminating waste from unused benefits.
What does “A” (Authority) mean in SCOTSMAN?
Are we speaking to the decision-maker, or someone who influences the decision?
Scenario: The HR manager is excited about Forma but doesn’t have the final say. You ask, “Who else is involved in the decision-making process?” She mentions the CFO needs to approve the final budget, so you know to bring the CFO into the conversation.
What does “N” (Need) mean in SCOTSMAN?
Does the customer have a genuine, pressing need for this solution?
Scenario: The company is losing employees because their benefits aren’t competitive. You ask, “What would happen if you don’t fix this issue?” The HR director admits that turnover is rising, and they’re struggling to keep talent. Now, you know they have a real need for a better benefits program.
Example scenario using SCOTSMAN methodology?
You’re in a meeting with a company that needs a modern benefits package to retain talent.
S: You ask, “What specific problems are you looking to solve?” They mention low employee engagement with existing benefits. You explain how Form
Why is solving this problem important right now?
To retain talent and improve employee engagement.
What happens if this problem continues?
The company may lose more employees and struggle to attract new talent.
Example scenario using SCOTSMAN methodology?
You’re in a meeting with a company that needs a modern benefits package to retain talent.
S: What specific problems are you looking to solve? C: Are you talking to any other providers? O: Forma stands out by letting employees use benefits for things that matter most to them, like wellness, childcare, or even pet care. T: When do you need this solution in place? S: How many employees will this impact? M: Have you allocated a budget for this project? A: Who else needs to be involved in the decision? N: What happens if you don’t make a change?
