Developing Effective Sales Skills for the Construction Sector


Construction industry sales skills – a one day training course

The course is for designed for sales professionals working in the construction industry. It covers all of the core skills necessary to be effective in both external and internal sales roles.

The course looks at the nature of selling, sales skills and the concept of the sales funnel. It considers the different types of customer, selecting those that are right for the business, the customer’s perspective and the process of building relationships.

Solutions to problems are key to selling and the process of identifying needs, presenting relevant benefits and delivering value are examined.

Another key element of the sales process is the sales meeting and this process, both face to face and by telephone, is examined.

Finally some strategies for managing sales activities are suggested.

This course is specifically for construction sales professionals; for those new to sales and as a refresher for the established construction sales person, as well as for those working in customer facing roles.

  • Understand the sales process
  • Know how to understand your customer
  • Be able to Identify your customer needs
  • Know features and benefits
  • Be able to build effective relationships
  • Develop effective telephone techniques
  • Participate effectively in meetings
  • Know how to manage the sales process

The Sales Process

  • What is Selling?
  • Sales Skills
  • The Sales Funnel


  • Who are our Customers?
  • The Customers’ Perspective
  • Customer Types
  • Selecting and Targeting

Solutions to Problems

  • Identifying Needs
  • Features and Benefits
  • Delivering Value
  • Competitors

Building Customer Relationships

  • Customer Lifetime Value
  • Cross Selling
  • Behavioural Styles

The Sales Meeting

  • Pre-call Planning
  • Communication
  • Telephone Techniques
  • Appointment Setting
  • Questioning
  • Setting Objectives
  • Handling Objections
  • Buying Signals
  • Closing and Review

Managing Sales Activity

  • Customer Strategies
  • Implementation
  • Risks and Priorities
  • Action Plan

Course duration: 1 day


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