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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.
How does your construction business work today? If you are like the hundreds of typical contractors, you are probably making lists of offers, tender work, following (perhaps!) And being awarded for projects as a “lower bidder”. It works, right?
Your ability to ensure competitive prices of sellers and SUMs, and your confidence in operations to efficiently execute work absolutely. As a growing company, you will never gain work constantly if your company hiring is prohibitive.
I will have the direct session, but: If your sales approach is reduced to “being the lowest bidder”, you could also add “cross -fingers” as an official step in your sales process.
Baix bidder will not always win the day and if you only win when you are down, you leave a lot of business and Benefit on the table. We go through what separates the best sales equipment of the construction of the standard.
Chad Prinkey
Permit granted by well -built construction consulting
The power of the process
When an opportunity comes to the door, the most important teams have a documented and methodical approach to the best position to win. They have a sales process designed to give them an advantage over their competition.
Your sales process must be designed exclusively to satisfy the realities of your business, the market you serve and your competitive environment. As a rule, your sales process should:
Quickly evaluate and separate wheat from the figure. You probably do not have unlimited sales and resource estimation to effectively pursue all projects, so you focus -in those that fit your business and have a high potential to turn into a sale.
Create interactive conversations with your buyers. In most cases, humans make purchasing decisions and without talking to them, you are just another number.
Provide essential information on the project, buyers and competitors. A little key information goes a long way to help your team highlight the key differentiaors beyond the price of your proposal.
Put in position to close the agreement. AndYou need the opportunity to present your unique approach to your team’s project and ability to get optimum results. You also need to plan customer questions to be careful at ease. Without this opportunity, your offer is all the information available to the buyer to make a decision.
Depending on your company, you may have several sales processes to be adjusted to adapt -you are to various fields and types of customers. Well designed sales processes can double the earnings or even better. Do not jump this step, it is worth the effort.
Please note: Having a sales process is different from following -so that your team must understand it deeply and buy the process to get the benefits. They will also have to be competent enough to execute the process.
