The Deal Room
01 / Global
Poland. Sweden. Norway. Italy. France. Greece. Chile. Australia. Saudi. Qatar. The UK. The United States. One hundred million pounds delivered and not one of those markets was handed to me. Nobody ever taught me how to run a project sale. I worked it out on live deals and it has worked in every industry I have taken it into.
Half of what you lose, you do not lose to a competitor. You lose it to a room full of people who could not agree with each other, and you were never in that room.
Early in my career at Ford I had a managing director who wanted to change his entire fleet. Priced, specified, agreed. It never moved. I had been taught to sell to the man who signs the cheque, so that is exactly what I did. His service team, his finance people and his management all had their own reasons to stay where they were, and he was never going to make his own staff unhappy to please me.
Twenty years later, on a one point nine million pound job through Tecnicas Reunidas, exactly the same thing was happening. Technical signed off, documentation agreed, terms sat there going nowhere. The difference was that by then I knew whose room the decision was actually in. So I stopped guessing at it through the contractor and went and got it from the owner.
Safestyle taught me to close. Doors, commission only, no salary. Ford put me through the only structured B2B programme I have ever sat in. That is the lot. That is all of it.
Everything since I worked out myself, on live deals, and it has delivered one hundred million pounds across fifteen industries and fifty plus countries.
Most sellers who are good in one industry stay in that industry for life. It is exactly why so much sales training only works in the room it was written for. Mine has had to work in marine, rail, defence, oil and gas, construction, energy management, instrumentation, pumping systems and safety equipment. It travels because it had no choice.
That is range. And range is the whole reason this is worth your money.
They all teach the same thing. Find the buyer's one big problem and press on it. Except the buyer does not have one problem. He has several, and most of them are not even his, they belong to the business. Ask that question and it will find you out somewhere down the line, whether that is next month or next year.
Knowing it and doing it are two different things. Every member runs their pipeline on the project sales system I built for my own deals. It will not let you move a deal forward that you have not mapped.
Most sellers who are good in one industry stay there for life. I have won in fifteen.Scott Robinson
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You bring a live deal. Not a hypothetical, not one that closed last year. We pull it apart, work out where the decision actually sits and who is arguing against you, and you leave with the next three things to do and who to do them to. If you have nothing live, we work on your pipeline instead and find out why it is thin.
Yes. I started on the doors selling windows and kitchens, then contract hire at Ford, then energy management, then pumps, then safety equipment. Thirty day sales and three year ones. The method travels because it had to. What matters is not the length of your cycle or what is in the box, it is whether more than one person has a say in the answer. If they do, this works.
No. I have never used one and I have not read the books. Everything I teach came out of deals I either won or lost, and most of the useful bits came from the losses. If you want a certificate and a model with an acronym, there are people who will sell you that.
It is the project sales system I built for running my own deals. Stakeholder mapping, deal scoring, velocity, built for deals with more than one person in them rather than for contacts. You get full access with your place. You do not have to use it, but the people who do get more out of the sessions, because I walk in already knowing where your deals are instead of spending the first twenty minutes being briefed.
Any time, and it stops at the end of the month you have paid for. No notice period, no minimum term, no exit conversation. If it is not working you should leave.
Yes. Book the call and say so and I will raise a proper invoice against a company. Most people start out paying themselves and get it picked up later once there is something to show for it.
Completely. Nothing you bring to a session leaves it, and I will sign your NDA if you want one on paper. I also will not coach two people competing for the same contract. If that comes up I will tell you and step back from one of them.
Once numbers allow, one call a week where we take a single real deal apart in front of the group. The person whose deal it is gets seven other sellers on it. Everybody else sees a problem they will hit within the year. Attendance is optional and nobody is made to present.