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SEMINARS & WORKSHOPS
All Seminars at the Build Expo are FREE to attend!
Keynote Speakers
(ALL KEYNOTE CLASSES WILL BE IN THE KEYNOTE AREA ON EXHIBIT FLOOR)
Exclusive Keynote Presentations
Sponsored by
Tom Woodcock
President | Seal the Deal
Beating the Price Objection
Wednesday, April 12 | 9:30 a.m. - 11:00 a.m. | Keynote Area
This topic deals specifically with the pressure to always be low. Learn the sales tools necessary to get the inside track in
the bidding process. The goal being to consistently win projects and raise profitability on those projects. The most common
mis-takes made in bidding are revealed and countered.
SALES
Target Audience: Architects, General Contractors, Subcontractors, Builders & Remodelers
Selling Thru a Tough Economy
Wednesday, April 12 | 1:15 p.m. - 2:15 p.m. | Keynote Area
We’re seeing volatile pricing formats, supply chain interruption and rising interest rates. This usually ends in tough
economic conditions, resulting in construction industry challenges. Knowing the best way to stay ahead of these changes
and keep your business moving forward is difficult. We’ll look at the methods successful contractors use to weather
shifting economic conditions. We’ll cover:
1. Increasing your portion of the market pie
2. Getting a competitive advantage
3. Managing customer expectations
4. Structuring your sales effort
5. How to balance sales and marketing efforts
You’ll come away from this session with a better understanding of what it will take to grow in both revenue and
profitability in these times. Sales is the most important aspect of your business. Everything else simply follows that lead.
SALES
Target Audience: Architects, General Contractors, Subcontractors, Builders & Remodelers
Common Construction Sales Mistakes
Thursday, April 13 | 9:30 a.m. - 11:00 a.m. | Keynote Area
Many in 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.
SALES
Target Audience: Architects, General Contractors, Subcontractors, Builders, and Remodelers.
Networking & Association Use
Thursday, April 13 | 1:15 p.m. - 2:15 p.m. | Keynote Area
In this class 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!
SALES
Target Audience: Architects, General Contractors, Subcontractors, Builders, and Remodelers.
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