Phoenix 2015 Build Expo Show Preview Guide

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experience build expo! • ARCHITECTS • ENGINEERS • DESIGNERS • GENERAL CONTRACTORS • SUBCONTRACTORS • COMMERCIAL BUILDERS • HOME BUILDERS the show for... • DEVELOPERS • REAL ESTATE PROFESSIONALS • BUILDING MANAGERS • STATE PLANNERS • SPEC WRITERS • GOVERNMENT AGENCIES • MUNICIPALITIES • FACILITY MANAGERS • PROPERTY MGMT FIRMS • MILITARY/ CORP. OF ENGINEERS • BUILDING OWNERS • UNIONS • BUILDING SUPERINTENDENTS • AND OTHERS • NETWORKING • EDUCATION • 1000’S OF PRODUCTS & SERVICES register at www.buildexpousa.com 877-219-3976
Tom Woodcock Sales & Motivational Speaker Featured on CNN and in USA Today, regional and national media spotlights, Tom is quickly becoming a powerful voice in the sales industry at large. Tom’s energetic, entertaining and insightful approach is soundly based on the interpersonal dynamic that occurs at first contact, through bidding, quoting and retention of customers. Author, and critically acclaimed speaker, Tom Woodcock is known as one of the most dynamic sales trainers and consultants in the sales industry. Each year he speaks to thousands of people about how best to use his techniques and skills to compete in today’s intensely competitive economic climate. Wednesday 1:15PM - 2:15PM Developing Negotiating Skills special keynotes! Often individuals in the construction industry make basic negotiating mistakes when trying to secure contracts. They follow procedures that are actually hurting their chances as opposed to helping. We’ll discuss the proper techniques and formats to use when negotiating to win work or get a favorable contract situation. These are sales principles rarely taught in the construction industry. Thursday 1:15PM - 2:15PM GENERAL SESSIONS Maximizing Associations to Gain Customers Many contractors never join relevant associations that can produce revenue for them. Even worse they spend the dues money and don’t maximize the effectiveness of the association. We will layout how to determine what associations to join, how to work them and get business from your involvement. The single greatest way to find grouped customers and network contacts is right in your backyard association! Work them to the fullest and you’ll never make a cold call again! Tom Woodcock has a long-time reputation of being one of the foremost experts on sales training in the United States. His resume includes being invited to speak to major associations such as the ASA National and AGC National. WHY BUYERS BUY AND 10 COMMON OBJECTIONS IN BIDDING AND QUOTING Wednesday: 9:30AM - 11:00AM Why Buyers Buy: Takes a look at the basic buying habits of people, both individually and in a corporate setting. Get a hold of the Customer’s need Customer’s buying priorities Beating the lowest bid game 10 Common Objections in Bidding, Estimating & Quoting: Tired of not winning projects or orders because you didn’t know how to counter the customer’s objections? Get past the “NO” and into the winners circle. Presentation by: TOM WOODCOCK WHY BUYERS BUY AND 10 COMMON ERRORS IN CONSTRUCTION SALES Thursday: 9:30AM - 11:00AM Why Buyers Buy: Takes a look at the basic buying habits of people, both individually and in a corporate setting. Get a hold of the Customer’s need Customer’s buying priorities Beating the lowest bid game 10 Common errors in construction sales: Many on the construction industry consistently make the same mistakes that kill their opportunity. There are many common errors and mentalities that hinder sales success. We’ll put a light on these problems and give the behaviors that counter them. Make sure your approach to the customer base is the most effective possible. These errors are often made without the contractor even realizing they’re making them. This cripples their chances of winning profitable projects and orders. Presentation by: TOM WOODCOCK
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