Sponsoring Organization: Contractor Support System
Date: April 30-May 2
Location: Dayton, Ohio
Course Description: The program is geared toward the commercial contractor salesperson and is designed to help newer salespeople develop selling skills, help experienced salespeople sharpen their skills, and help a company achieve its maximum selling effort. Students will learn how to grow a commercial service department by identifying key markets, developing prospecting strategies, and utilizing a thorough sales process. The course will teach attendees how to track progress, in detail, for new business development. Topics covered include conceptual selling; service agreement marketing approach; service agreement sales process overview; planning and prospecting strategies; setting appointments and first structured meetings (role play); qualifying, surveying, estimating, and operating cost analysis; confirming information and financials (role play); proposal generating and presenting; closing and gaining agreement (role play); and delivery, activity management, and performance review (implementation).
Publication date: 3/25/2013