Houston 2015 Build Expo Show Directory

Build
Build business with build expo
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!
Thursday
1:15PM - 2:15PM
Maximizing Associations to Gain Customers
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.
EXHIBIT FLOOR
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!
EXHIBIT FLOOR
WHY BUYERS BUY AND 10 COMMON
OBJECTIONS IN BIDDING AND QUOTING
Wednesday: 9:30AM - 11:00AM
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 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
ROOM 600
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
ROOM 600
expo
7
www.buildexpousa.com :: 877.219.3976