The commercial construction industry is complex, competitive and ever-growing. When it comes to selling equipment that is expensive, technical and equally complex, sales teams need to be able to effectively communicate that value — quickly.
Many construction project managers don’t have time to beat around the bush and are working within tight budgets and timelines. They don’t have time for salespeople who can’t effectively communicate the value proposition of their product.
In an industry like commercial construction where equipment knowledge, customer relationships and effective communication are paramount, investing in comprehensive sales training is not just beneficial but essential for maximizing performance and achieving long-term success.
Why is commercial construction sales training important?
The right training helps equip your sales teams with the inherent ability to communicate the benefits of complex construction equipment in a way that ties to the current pains and needs of the prospect. In an industry where timelines are often changing at a moment’s notice, it also helps shorten sales cycles by making sure salespeople know how to efficiently respond to common industry objections — turning them into wins instead.
Effective Sales Training for Commercial Construction Salespeople
When we conducted our Big Data Sales Training reports, we learned a lot about sales training for the commercial construction industry.
One of the first things we learned was that the most dramatic need for training came in areas like sales call planning, asking the best questions and a plan to gain commitment.
Another thing we discovered? One of the biggest issues with construction equipment sales — asking for commitment — was over 151% improved with training.
What do you need for an effective commercial construction sales training program?
Program Content
Using Action Selling’s proprietary five phase training approach, your sales team will develop the skills and strategies essential for triumph in today’s competitive market.
- Preparation
- Training
- Reinforcement
- Assessment
- Certification
It starts with assessments that help determine where your team currently stands. Once that’s documented, you’re given a complete, customized training system.
Interested in having a conversation about your sales training needs with our team? Let's talk.
Instructor Quality
We’ve successfully certified more than 500,000 sales professionals in the last 30 years. Our instructors are seasoned experts with proven track records backed by accolades from industry leaders like Selling Power, who has named us a Top 20 Sales Training Company nine different times.
Delivery Format
All the sales training materials found in our program can be adjusted. Each lesson is dedicated to one of the five selling skills that drive the most measurable success, but their format will depend on your team’s unique needs:
- Training Videos
- Skill-Reinforcement Assignments
- Virtual Assessments
- …and beyond!
We’re not here to only help your salespeople learn. We’re here to make sure they remember.