During this seminar, you will gain a better understanding of what characteristics make up a successful salesperson. You will learn about account management and where to put resources to improve your chances of winning projects, as well as understanding who the decision makers are, and who you should be selling to. You will also learn what it takes to bring value to a general contractor and to an owner and discuss opportunity reviews and how to differentiate your bid from your competition, and how to bid less but win more work. We will also be covering how to sell value engineering, change orders and extras and how to improve a project’s overall profit.
Section 1: Introduction
Section 2: Characteristics of a Successful Sales Person
Section 3: Account Management
Section 4: Bringing Value to GCs and Developers
Section 5: Construction Selling to Owners
Section 6: Opportunity Review
Section 7: Value Engineering, Unit Pricing & Change Orders
*Breakfast will be served!*
Hank Brancaccio has over 30 years’ experience in the Mechanical Industry. He is the former president of a midsize mechanical contractor which provided piping, sheet metal, plumbing, fire protection and temperature controls to customers in the Milwaukee area. He also has 22 years of experience with Johnson Controls, Inc. as an instructor, sales engineer, sales manager and branch manager. In his career, he has been involved in winning over $200 million in mechanical and temperature controls projects, and service work through direct selling and negotiating or managing and coaching sales teams.