Cultured Stone
EZ Scaffold Corp.
EZG Manufacturing
Federated Insurance
Fraco USA, Inc.
Hydro Mobile, Inc.
Kennison Forest Products, Inc.
Mortar Net Solutions
Non-Stop Scaffolding
Norton Clipper
Southwest Scaffolding
The Belden Brick Company
Xtreme Manufacturing

Sales Workshop: Moving Ahead of Your Competition

Provider: Informa
Discipline: Ethics & Business Practices
Credits: 4.00

Who Should Attend?
Sales Workshop is especially developed for individuals responsible for selling their company’s services, products, and reputation. It is focused on strengthening sales skills to overcome the #1 Challenge for construction sales, the “Low Bid Customer” (aka LBC), who often masks their need for a premium contractor.

Becoming the Master Sales Professional
• Needed mental preparation for selling construction services & products
• Learning to read your customer’s profile & “hot buttons”
• Executing PDG’s 10 Points of Contact©
• How to build your “challenger sales” approach

Taking the “Offense” on the Low Bid Customer (LBC)
• How to separate price only from the customer’s real needs
• 15 reasons that take the LBC off their game
• Overcoming LBC buying objections & moving to the “close”
• Leveraging customer’s “signs of interest” to work for you

Sales Strategies for Your “7th, 8th, and 9th Inning Closers”
• The 7th Inning Closer: Being consistent, clear, and calculated!
• The 8th Inning Closer: Separating fact from fiction & softening the customers’ “under-belly”!
• The 9th Inning Closer: Close the deal…NOW!

ACTION: Hands-On Closings
• Every attendee will participate in a “mock” closing of selling their company’s “product”
• Each closing will be assessed using PDG’s Sales Coach Assessment©

For more information please visit or contact Informa at 972-536-6416.

Future Dates and Locations

Link Date Time Location Speaker Cost
No courses scheduled

“The MCAA has my back on things I could not possibly be doing by myself.”

Mark Kemp
Superior Masonry Builders, Inc.
MCAA member since 1959

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