The focus of the construction industry is - quite rightly - on construction. To succeed is to erect beautiful, high quality and fit-for-purpose buildings. But in order to construct a building, you must first sell a building.
The construction industry can be particularly lucrative - new buildings will always be needed, and these are the highest of high value projects. But to realise success in this space you’ll need a specific set of sales skills.
The good news? At SLP our construction and engineering sales training can ensure you acquire just that.
What skills are needed to sell in the construction industry?
In the world of construction salespeople are selling their brand as much as their product. A successful salesperson must bring value beyond the construction and engineering their company provides. In delivering highly targeted sales training, SLP can help your salespeople:
Set your brand apart from the competition during the tendering process.
Identify opportunities to cross-sell, upsell and secure bigger projects.
Showcase the trust and credibility necessary to develop long-term customer, supplier and subcontractor relationships.
Manage their workload in a more efficient and effective way.
Sell premium products by showcasing the value that you offer beyond cheaper alternatives.
Reveal untapped growth opportunities within your business.
A successful salesperson must bring value beyond the construction and engineering their company provides.
What skills a sales engineer can improve
At SLP we believe that success in construction begins by investing in your salespeople, enabling them to identify and capitalise on sales opportunities. Our construction sales training courses give your salespeople a wealth of skills while helping them to improve in a number of other areas.
We teach your salespeople to showcase their expertise.
We enhance their skills at every stage of the sales funnel: prospecting, consulting, closing and relationship development.
We unleash the true potential of your sales team.
Benefits of sales training in the construction industry
Why choose SLP construction sales training?
We’re not just a training company: We’re partners in sales growth. We’re result-oriented, we take a long-term view of construction and engineering sales training, and we mould our programs to suit your needs.
Made to measure: We assess your team and develop a customised plan to target the training areas that will address your most pressing needs, to ensure quick and sustainable sales growth.
The finest training tools: We use the world’s leading tool in sales team evaluations and sales candidate screening, ensuring our candidate assessments are accurate, predictive and sales-specific.
Global benchmarking: We have evaluated over 2 million salespeople and over 30,000 companies across 200+ industries in 149 countries. We know what success looks like and can use our extensive data to benchmark your team.
Measurable results: We work with you to develop measurable and meaningful KPIs, creating healthy accountability that enhances sales performance. We not only project the return of your sales training investment, we offer a 3x ROI guarantee - if you don't achieve an ROI of 300% from our services, we continue to provide coaching at no charge until you reach your 3x ROI target.
Who is this construction sales training for?
At SLP we work with construction and engineering companies of every shape and size in both the residential and commercial spheres. Our extensive knowledge and expertise means that we can cater our training programs to suit your unique needs.
How is the construction sales training delivered?
SLP construction sales training is delivered in three ways:
Sales seminars: As in construction, these in-person, multi-day seminars begin by laying a solid sales foundation, then build highly effective skills on top.
Sales webinars: The above sales seminar in digital form, our webinars are ideal for teams that are geographically spread.
Workshops: Our workshops offer a more specialised and intensive training experience, addressing specific needs or acting as a timely refresher of the seminars above.
What does our construction sales training include?
SLP construction and engineering sales training programs are customised to your needs and can cover any or all of the following topics:
Coaching, review and analysis
Strategy, pipeline and process
Construction sales recruitment
Using your CRM to drive sales growth
NLP construction sales training
Virtual construction and engineering sales training
Construction sales funnel and templates
Construction sales pitches and closing techniques
What makes a good sales engineer?
What do the best construction and engineering salespeople have in common? In our experience, they are:
Self-motivated and highly driven
Honest and trustworthy
Great listeners and communicators
What should a sales engineer do?
Sales engineers are generally given the following responsibilities:
Identifying customer needs and offering engineering-driven solutions.
Establishing and growing a loyal client base.
Providing engineering insight and technical advice to customers.
Upselling, cross-selling and generally maximising client relationships.
Preparing quotes and negotiating pricing.
Consulting with architects, engineers, contractors and other stakeholders.
Understanding and complying with all relevant legislation and regulatory requirements.
What is a salesperson in construction?
There are a number of different types of salespeople in the construction industry. There are those who sell residential and commercial buildings. There are those who facilitate the trade of equipment and construction materials between suppliers and builders. Even subcontractors will need to be salespeople from time to time if they are to secure their next job.
SLP construction and engineering sales training reflects the diverse nature of the construction industry. Our deep expertise means that we can offer effective training to every form of construction salesperson; guidance that can prove the key to the long-term success of your business.
How do you close a construction sale?
The construction industry doesn’t deal in peanuts - it’s a world of big sales that tend to require big effort to close. A wealth of factors contribute to the successful closing of a sale, including honesty, transparency, quality, cost and your ability to follow through.
Building a successful construction sales team that is capable of closing deals is about arming them with the knowledge and skills they need to succeed. That’s where SLP comes in.