Training Course: Construction Industry Sales Skills

A course covering the core sales skills presented in a construction industry context.

Learning Outcomes
Understand the sales process and become familiar with the key processes:
•    Identifying Customer Needs
•    Features and Benefits
•    Selecting and Managing Customers
•    Building Relationships
•    Telephone Techniques
•    Effective Participation in Meetings
•    Managing the Sales Process
 
Designed specifically for sales professionals working in the construction industry, this course is for those new to sales, those in customer facing roles or as a refresher for the established sales person. It covers all of the core skills necessary to be effective in both external and internal sales roles.
 
Learning is supported by exercises and group discussion aimed at reinforcing construction industry issues.

Programme


The Sales Process
·    What is Selling?
·    Sales Skills
·    The Sales Funnel
 
Customers
·    Who are our Customers?
·    The Customer's Perspective
·    Customer Types
·    Selecting and Targeting
 
Solutions to Problems
·    Identifying Needs
·    Features and Benefits
·    Delivering Value
·    Competitors
 
Building Customer Relationships
·    Customer Lifetime Value
·    Cross Selling
·    Behavioural Styles
 
The Sales Meeting
·    Pre-call Planning
·    Communication
·    Telephone Techniques
·    Appointment Setting
·    Questioning
·    Setting Objectives
·    Handling Objections
·    Buying Signals
·    Closing and Review 

Managing Sales Activities
·    Customer Strategies
·    Implementation
·    Risks and Priorities
·    Action Plan

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