Michael J Galante, TheSalesCoach

Construction Sales Professional Course
Are you in a competitive market?

     Want to sell more material?  Win more bids?

          Increase your profit margins and Avg Selling Price?

Course Document - Construction Sales Professional

Also available online. Click here for details!
Selling Construction Services

Course Description


From construction trailers in NJ, asphalt plants in GA, supply houses in MI, and rock quarries in CA – your customers are demanding and the competition is tough! Developers, Owners, General Contractors, Highway Superintendents, and buyers of building materials are price conscious, time driven, and have to meet spec…

We’ve developed World-Class sales training based on actual field rides, sales calls, project estimates, and tons of discussion around Best Practice selling skills for the construction industry. We’ve listened to customers just like yours and coached reps through our sales process to open more doors and close more business. This sales seminar can be delivered over three full days, or separated over a series of sessions.

How You Will Benefit
  • Gain insight into the minds of your buyers and customers
  • Identify ways to differentiate yourself from the competitive
  • Sell from a position of strength to shorten your sales cycles
  • Learn strategies to open more and BIGGER accounts
  • Increase your Average Order Size and Average Selling Price
  • Win more profitable projects and leave less money on the table
  • Increase product contribution with Value-Added products and services
  • Improve your profit margins with better negotiation skills
  • Breakdown the barriers between Sales and Operations
  • And much, much more!

 

What You Will Cover

  • Marketing and Sales Defined
  • The Construction Selling Model
  • Success Habits of the Top Producers
  • Listening and Communication skills
  • Selling to Different Personality Styles
  • Identifying Decision Makers and those who influence specs
  • Selling to Owners and Specifiers
  • How to create value thru Relationships and Knowledge
  • Probing to Solve Customer Problems and identifying new opportunities
  • Profiling Accounts for added opportunities and Total Construction Spend
  • Selling Value-Added products/services vs. Selling on Price
  • Bundle Products and Services to retain customers
  • Gaining Commitments and Developing Partnerships
  • Ranking customers for better time management
  • Defining the Deal – Sales Negotiations
Selling Construction Services

Who Should Attend

     This course benefits both new and experienced Sales Reps, Counter people, Dispatchers, and Estimators. As well as Mid Level Managers, Operations, Administration and anyone that is in contact with your customers. We’ve received big compliments from Human Resource Professionals because we send a consistent message of team work, communication and customer focus across the entire organization.

     Senior Executives endorse the Construction Sales Professional Course because we identify specific Action Items your people can execute right away. This program increases customer contact, customer retention, bid/quote win ratios, and profitability.

 

Special Features
  • Add your company logo and product/service names to help your people relate to the content.
  • Include 2-3 custom Case Studies so the discussions are specific to your selling situation.
  • Role Plays give your team a chance to practice what they’ve learned in a safe, non-threatening environment.
  • Add follow up "Coaching Sessions" to maximize the return on your training investment.
  • The format of the course can be modified to fit your budget and timeframes.

 

Course Facilitator:   Michael J Galante   LinkedIn


EZ Registration

Call  516.356.5760 to speak with a leading expert

Email  construction@thesalescoach.com

Online  www.thesalescoach.com


Course Document - Construction Sales Professional


Also available online. Click here for details!