Construction Selling Skills
April 10-12, 2013
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Differentiate Your Company from the Competition
This course will help you understand how to find, target and win the right customers and project opportunities. You will learn a consultative approach to selling that puts you in a position of helping customers buy versus having to sell to them. You will learn to sell value and build loyalty and lasting relationships.
Are you charged with:
- Outmaneuvering the competition to get your firm positioned as the right choice?
- Finding the right customers to help your firm grow?
- Building the customer’s perception of value?
- Finding the customer “hot buttons” that give your firm the edge?
- Building customer loyalty?
Then this program is for you!
Download the Construction Selling Skills 2012-13 brochure.
If you have any questions about the program or the topics we will cover, please contact the program director, Cynthia Paul at 303.398.7206.
Who Should Attend
Presidents; vice presidents; heads of pre-construction, estimating, operations or business development. Anyone who is involved in securing work with customers.
Benefits
- Explore the sales model that is winning work in the construction industry
- Identify how to segment your prospects to give you the greatest opportunity for success
- Understand the importance of referrals and testimonials—stop making cold calls
- Adopt a “customers for life” philosophy that will serve you throughout your career
- Learn what clients really want from construction companies
- Strategize how to get through gatekeepers and address objections
- Learn to convert your market intelligence into booked backlog
Objectives
Construction Selling Skills will give you the skills you need to capture the “right” customer and project opportunities.
- Uncover the myths surrounding customer expectations.
- Discover how to win in the new world of sales.
- Learn why selling the project is not enough — you need to keep that customer for life!
- Understand how to get over price objection and sell value.
- Determine what is needed to differentiate your firm.
The interactive format and hands-on exercises teaches the skills needed to be successful in sales — whether you are new to the game or a seasoned pro!
What the Attendees Are Saying...
- "Cynthia connects — good anecdotal evidence, rubber-on-the-road-knowledge of what we do. She gets to a lot of the subtle, underlying truths that most people take cover from." — Steve Larson, Vice President, Sales & Estimating, Design Mechanical
- "Excellent. I learned a lot of valuable insights that I can implement at the office.” — Mike Green, President, Pecos Construction
- "Fantastic program. FMI really delivered the goods! I’m taking away practical and technical information as well as inspiration. Highly recommended." — James Tyrone, Director of Business Development, Rowland Companies
- "I really enjoyed the program. It was definitely time and money well spent. I was happy to get the tools and strategies to help implement sales and customer-based culture." — David R. Swan, Project Manager, Swan Electric Company, Inc.
- "Outstanding overall experience. Very engaging." — Michael K. Newhouse, President, HM General Contractors
- "Really enjoyed Cynthia’s and Steve’s insights on selling strategies – Great job!" — Paul Jenke, Senior Project Manager, TD Industries, Inc.
- "This was an eye opening program for me … I learned that the things I have been doing were 'correct' but I needed a structure to the plan." — David Rawlings, Region Manager, Electricom
- "Very logically organized and presented. Exceptional and interesting speakers." — Marc A. Dodeman, Caldwell Marine International
- "The content was excellent! However, the instructors were the most impressive part of this program. Their ability to keep us engaged was tremendous!" — Tom Brooks, Vice President, Berglund Construction
- "Great real world examples. Provides the tools to develop your plan for business development." — Steve Eikanger, GE Johnson Construction
Business Development Services
FMI has created three courses based on proven processes that will improve your business development results, win more work and grow your profitability:
- Marketing & Selling Strategies
- Construction Selling Skills
- Winning Proposals
FMI’s experienced team can customize a solution specifically for you. With the tools that you will gain through one of these programs or through an engagement specifically designed for your company, you will create a strategic business development vision and a structured implementation plan to differentiate your company from the competition.
Contact Cynthia Paul at 303.398.7206 to determine which option fits your needs best and will make your team most effective.
Agenda
Program Times
| Day 1 8:30 a.m. to 5:00 p.m. |
Day 2 8:30 a.m. to 5:00 p.m. |
Day 3 8:30 a.m. to 1:30 p.m. |
Topics
What Do You Mean I'm Involved in Sales?
- Explore your expanding role in the "get-work" process
- Identify the keys to success in positioning your firm over the competition
- Understand the role strategy plays in getting selected
Selling Yourself and Your Company
- They "buy" you first — make the right first impression
- Determine their real decision-making criteria
- Identify the roles they play — economic decision maker, gatekeeper, champion, etc.
- Find "hot buttons" and you find the path to selling on value
- Discover strategies to keep in touch and build relationships that last
Building Tour Strategy to Win
- Selling value in construction is complicated
- Create the win strategy that give you the advantage
- Know when to match your best competitors and when to be different
- Build selling messages that resonate with customers
- Know what it take to win — every time
Get Ready — Doing Your Homework
- Winning starts with planning and rock-solid strategy
- Getting and keeping customers committed
- Track your progress toward the goal
- "Leave behinds" that don't leave you behind the pack
- Know what to say when you are face-to-face and the going gets tough
What to Do When They Say "No"
- Prevent most objections from ever happening
- Learn strategies to deal with your toughest objections
- Leverage objections into a competitive advantage
- Cement their commitment to selecting you
Reading and Responding to the Customer
- Read the customer and the situation
- Leverage your understanding of their business climate
- Translate your industry knowledge into unique advantages
- Defuse confrontation and unproductive conflicts
- Know the players — who is really on your side?
- Blend your approach to their situation
Strategies for Managing the Complex Sale
- Navigate your way around common hazards
- Cut through the complexity of internal resource coordination
- Develop strategies to keep all your customer relationships moving forward
- Build your pan forward — from today to the future
Learn From the Best
Cynthia Paul, managing director and practice leader for business development, works with industry firms to position them to capture market share and grow profitably. she help create the strategic vision to differentiate you form the competition and get you positioned to win the right opportunities. Her experience of helping clients convert strategic "concepts" into every day reality allows her to bring a hands-on approach t the training experience. You will walk away with concrete techniques to convert classroom ides into real-life competitive advantages for your firm. Read Cynthia's full bio here.
Brian Moore, a principal with FMI, focuses on consulting with contractors and construction materials producers on various strategic, financial and operational issues. Specifically, his work involves in-depth market analysis, strategic and business planning and market planning for clients throughout the nation. He is experienced in providing market analysis to clients expanding into new markets (via acquisition or opening new offices) or investing significant capital in existing operations. Read Brian's full bio here.
Stephen Boughton, consultant within FMI’s business development practice, has extensive experience working with clients to build and implement their sales and marketing strategies. Steve is passionate about maximizing clients' “get work” capability through their people — driving high value and long-lasting client relationships. Read Steve's full bio here.
Travel & Accommodations
Travel
When making flight arrangements, please plan to arrive the day before the start date as CSS begins at 8:30 a.m. the first day. Departure flights should be booked no earlier than 4:30 p.m. on the final day. If a departure flight is not available after 4:30 p.m. to your return destination, you have the option to stay at the hotel an additional night at your expense.
Hotel Information & Reservations
FMI has blocked a limited number of room for this seminar. We urge you to reserve a room as soon as you plan to attend this event. If you have any trouble obtaining a room, please contact our event coordinator who can provide you with a list of additional hotels in the vicinity.
| Boston, MA December 5-7, 2012 |
San Diego, CA March 13-15, 2013 |
Toronto, ON, Canada April 10-12, 2013 |
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Boston Omni House Reservation cut-off date is Tuesday, November 13, 2012. |
Andaz San Diego Reservation cut-off date is Tuesday, February 19, 2013. |
Fairmont Royal York Reservation cut-off date is Wednesday, March 20, 2013. |
Fees, Cancellation and Policies
Fees
The course fee includes all workbook materials, seminar instruction and refreshment breaks. Transportation, meals, lodging and hotel expenses are not included.
The enrollment fee for Construction Selling Skills is:
- $1,995 for the first attendee
- $1,795 for each additional attendee from the same company.
Payment will be collected at the time of registration.
Cancellation
If you would like to make any name changes or cancel participants, please email us at registrations@fminet.com. You will receive an email response once your request has been processed. If we receive your written cancellation at least five (5) business days before the program, we will refund your tuition. Otherwise, your tuition will be converted to a nonrefundable credit you may apply toward any FMI product or program for a full year.
Please note: If the event is canceled due to insufficient registrations, your registration fee will be refunded. However, FMI cannot be held accountable for nonrefundable airline tickets or other expenses related to your travel to the event.
For questions regarding FMI's Cancellation policy, please call 800.877.1364.
FMI reserves the right to change, add, or cancel programs according to the needs of the industry.
Attire
Dress for the program is business casual. Weather in Boston, San Diego and Houston varies. We recommend that you check the weather for the area prior to packing. Click here to see Boston's 10-day forecast, San Diego's 10-day forecast, or Houston's 10-day forecast.
Satisfaction Guarantee
After 55-plus years of helping the construction industry enhance performance, productivity, and profitability, we believe you will return home with the tools and information to make a difference in your work. If for any reason you are not satisfied, please inform us by calling 800.877.1364. We will refund your tuition or give you a credit to use at another FMI program.
Continuing Education Credits
You can earn up to 18hours of continuing education credits by completing this program. A certificate of completion will be awarded to you at the conclusion of the program. You may use this certificate for self-reporting purposes to many state and local continuing education entities.
FMI Corporation is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN 37219-2417. Website: www.nasba.org.
Group Live | Intermediate | No Advanced Preparation Required
