Sales Training For The Building & Construction Sector

The ultimate course to maximize sales2 Days - On Request

This course is one of our standard in-company programmes and can be delivered to your people at a venue and date of your choice. If it is not exactly what you want then we can either create a tailored course based on our extensive library of standard course materials or produce a fully bespoke training course for you.

Course Overview:

The building and construction industry is currently facing very challenging times. Public sector spending is being reduced and the private sector remains slow. With this in mind, obtaining as many contracts as possible is of primary concern. Sales training is one of the most cost effective ways to maximize sales opportunities. This specialist sales training course is specifically designed for sales people in the building & construction sector.

Spearhead has an enviable reputation for providing effective sales training; and a successful track record of working with many leading suppliers in the industry. For a very modest investment you can ensure that your sales force are carrying out the right actions to maximize every sales opportunity.

Programme Contents

The Challenges of Selling in the Construction Industry
Selling to the Public and Private Sector
Customer Expectations of Suppliers
Selling to Different Customers
- Operational and Commercial Directors
- Architects
- Quantity Surveyors
- Consultants
- Purchasing
- End Users
Managing and Developing Relationships
- The Relationship Ladder - Using The Spearhead Relationship Value Profiling System
- Dealing with Different Personalities
- Building Relationships
- Causes of Stress
- How and Why People are Influenced by Different Factors
- What Motivates People
Planning and Preparation
- Devising the Strategy
Managing Customer Meetings
- Conducting Meetings Without a Specific Contract in Mind
- Questioning Skills - Using the Spearhead WIN-CLIENT Questioning Model
- Structuring the Meeting
- Presenting Your Case
Overcoming Barriers
- Handling Difficult Questions
- Providing Reassurance
Dealing with Price Issues
Gaining Commitment