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Learn
how to increase your commercial project sales by
identifying key markets, developing prospecting strategies,
and utilizing a thorough sales process. This Commercial Project Sales course will teach you how
to track your progress, in detail, for new business
development. We will introduce you to strategies that
encourage long-term relationships combined with
“competition-reducing” approaches for success in commercial project sales.
This is a step-by-step system that gives
contractors the tools and support documents they need to
grow commercial project business.
Provides the necessary processes, procedures, and tools to
build a foundation of commercial projects by:
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Targeting key market segments
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Working with high level decision makers
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Gaining long term customer relationships
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Yielding higher margins for
your project work
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Creating residual income
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Gaining “first look” opportunities to negotiate retrofit and add-on, replacement work.
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Leveraging high value equipment
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Eliminating initial price concerns
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Introducing value propositions
Topics covered:
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Introduction to Conceptual Selling
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Project Marketing Approach
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Project Sales Process Overview
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Planning & Prospecting Strategies
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Setting Appointments & First Structured Meetings
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Qualifying, Surveying & Cost Analysis
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Confirming Information & Financials
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Proposal Generating and Presenting, Leasing-Financing
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Closing, Gaining Agreement & Performance Review
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Estimating, Delivery & Activity Management
(Implementation)
Class
Description:
This
comprehensive and
interactive workshop is
designed specifically
for the HVAC contractor
performing
commercial/mechanical
and light commercial
work. The emphasis of
this two-day workshop is
placed on understanding
a proven step-by-step
method of delivering
more project agreements
at higher margins.
Participants learn how
to satisfy customer
needs, hurts and
objectives.
The
instruction includes:
targeting the right
markets, sales person
functions, sales skills,
survey and estimating
strategies, video-taped
role-playing and group
discussions as attendees
learn to differentiate,
negotiate and close more
add-on replacement and
design-build service
repair projects by
offering financial
justification.
There
are so many ideas that
come from learning and
networking with other
contractors. We
are certain that you
will find this
opportunity to be
invaluable and hope that
you bring a few ideas of
your own to the table
for discussion.
We
look forward to your
participation in this
Commercial Project Sales
training.
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