How to Maximize the Performance of Business Development and Sales People
A practical workshop designed for you, especially if you feel hesitant about sales but understand its importance.
This class will cover essential strategies and techniques that will help you excel in business development, build trust, and foster strong client relationships.
You’ll dive into the unique aspects of construction sales, learn effective persuasion techniques, and discover how to consistently add value, making you a trusted partner rather than just a salesperson.
What You Will Learn
- Understand the Unique Nature of Construction Sales: Learn how long timeframes, high stakes, and narrow margins shape construction sales and the need for a strategic approach.
- Adopt a Winning Sales Mindset: Shift perspectives on selling by distinguishing between negative and positive sales experiences and learning how to create positive client interactions.
- Master the Key Influences in Sales: Recognize the five primary influences that drive purchasing decisions and understand why people buy—or don’t buy—from you.
- Build Relationships Based on Trust: Develop methods for clients to know, trust, and like you, which are essential for lasting business partnerships.
- Use Proven Persuasion Techniques: Learn techniques that build friendships and influence purchasing decisions without pressure or manipulation.
- Leverage Social Proof and Testimonials: Understand the role of testimonials, how to solicit impactful ones, and use them to build credibility with potential clients.
- Engage in Quality Sales Activities: Prioritize and manage time for high-impact business development tasks, aiming for consistent, quality interactions with clients.
- Embrace High-Performance Habits: Adopt the mindset and habits of high performers, emphasizing preparation, resilience, positive thinking, and continuous improvement.
Target Audience
Company owners and executives. Project executives. Leaders. Superintendents.
Instructors
Eric Anderton, Construction Genius