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Chad Prinkey is the CEO of Well Build Construction Consulting, a company based in Baltimore that offers strategic consulting, facilitation services and round tables for construction executives. Opinions are typical of the author.
I love hockey. I see a lot, I train my children and I have been playing the game since the age of ten. You could say that I know almost everything there is to know about hockey.
And yet, as a player, I’m not so good. I play in an old men’s league about once a week and never practice. Whatever the skills he had with hockey, because being a parent, husband and owner of the company, they have priority in honoring my filming, skating, passing and hook skills.
Just because I know it doesn’t mean it’s good.
This is the difference between knowledge and competencies. Competencies are a set of skills and knowledge that, combined, allow people to play a role.
Chad Prinkey
Permit granted by well -built construction consulting
Successful vendors of the construction industry must perfect certain competencies if they will win more target projects and win more often Without being the low offer. The following is a list, along with brief descriptions:
Creating comfort: Can you read the room and create a positive atmosphere for people to enjoy your presence?
Situational awareness, the ability to notice and translate evidence of verbal/non -verbal communication, is essential, such as self -knowledge, the ability to see yourself precisely through the eyes and adapt your behavior to create the proper dynamics.
Question, listen and challenging: Can you get to the truth efficiently without offending people?
You need to know what questions will allow you to allow the information you need to prepare a differentiating value proposal. Perhaps more important, you need to know how to ask these questions without crossing the line and listening closely what the customer really tells you with their answers.
Business company: Can you use the information you collect to develop a sales strategy for a project?
This is where the years of experience and know your things pay their fruits if you have the skills to communicate -you know what you know easily. Understand how the projects are financed, the selected contractors and projects like these are built allows you to shine in an excellent position, but you have to put this knowledge in a context of sales both in conversation and in your offer.
Impact presentation: Can you inspire your audience with a convincing message about your business?
CHARARIMA HELPS IMPLY AS A Skill, but it is significantly harder to form than most other skills. However, even people with problems can have an impact if they are polished speakers with conviction in their message.
Guarantee Commitments: You can make commitments that fit your customers throughout the sales process, including the final commitment … the sale?
Trust complies with courage with a sprinkling of artistic communication to create the ability to close the commitments. You need to know why you close at all stages of the process.
For example, do not probably not close the sale when you receive the invitation from the offer. You are closing a meeting to discuss the project. But when the time comes, you will close the project prize.
Practice: Come as a team and support -you are in your strengths, but whatever the position you are playing in your sales process, commit -to favor your skills.
How? Practice.
Saquon practices. Practices of Mahomas. Gretsky practiced. Skill does not develop.
Of course, is it good in some of these things? Congratulations! You have talent. Natural talents can be perfected in elite skills with practice. You have a head start.
Background line: If your sales process is just “it offers low and pray”, you leave a lot of money on the table. What if your only skills development plan is to read articles like mine? Well … you are at least moving forward. But seriously, go to practice.
