To determine which course fits your needs best, or if you have any questions about the program and/or topics, please contact the program director, Cynthia Paul, at 303.398.7206 or
[email protected].
December 10-12, 2014 Atlanta, Georgia February 18-20, 2015 Scottsdale, Arizona
PRSRT STD US POSTAGE PAID FMI CORP.
— MARK KONG, PRESIDENT MARYL GROUP, INC.
www.fminet.com/programs/CSS
“Awesome. Very informative and engaging. Real-world examples of challenges and solutions. Thoughtprovoking strategies and ideas to improve your business development opportunities.”
5171 Glenwood Avenue Suite 200 Raleigh, NC 27612
Contact Us
Construction Selling Skills You can earn up to 18 hours of continuing education credits by completing the program. A certificate of completion will be awarded to you at the conclusion of the program. You may use this certificate for self-reporting purposes to many state and local continuing education entities.
FMI’s experienced team can customize a solution specifically for you. With the tools that you will gain through one of these programs or through an engagement specifically designed for your company, you will create a strategic business development vision and a structured implementation plan to differentiate your company from the competition.
FMI Corporation is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN 37219-2417.
Marketing & Selling Strategies Construction Selling Skills Winning Proposals
Website: www.nasba.org
FMI has created courses based on proven processes that will improve your business development results, win more work and grow your profitability:
Group Live | Intermediate | No Advanced Preparation Required
Business Development Services
CONSTRUCTION SELLING SKILLS
about developing customized strategy and best-in-class operations with his clients. He applies practical experience with an in-depth understanding of leading lasting behavioral change in dynamic environments.
PROVEN METHODS FOR TARGETING AND WINNING CUSTOMERS AND PROJECT OPPORTUNITIES
Jim Schug, principal and engagement manager with FMI, is passionate
December 10-12, 2014 Atlanta, Georgia
development at FMI, works with industry firms to position them to capture market share and grow profitably. She helps convert strategic vision into differentiated competitive position. You will walk away with concrete techniques to convert classroom ideas into real-life competitive advantages for your firm.
February 18-20, 2015 Scottsdale, Arizona
Cynthia Paul, managing director and practice leader for business
proven methods for winning work
Learn From the Best
DAY 1
DAY 2
Differentiate Your Company From the Competition
AGENDA
This course will help you understand how to win more work. You will learn a collaborative approach to selling that puts you in a position of helping customers buy versus having to sell to them.
What Do You Mean I’m Involved in Sales?
Are you charged with: Winning work? Finding the right customers to help your firm grow? Building the customers’ perception of the value? Finding the customer “hot buttons” that give your firm the edge? Building customer loyalty?
Then this program is for you!
What You Will Learn Construction Selling Skills will give you the skills you need to ... Convert corporate strategy in get-work success Identify customer hot buttons and turn those into key selling messages Build effective win strategies on projects that get you selected Create customer loyalty and commitment Use objections to build client conviction Spend more time with key decision-makers Convert market intelligence into booked backlog The interactive format and hands-on exercises teach the skills needed to be successful in sales — whether you are new to the game or a seasoned pro!
This three-day program will help you create and refine your selling skills. You will begin seeing immediate results in your efforts, your firm’s revenue and your bonus plan.
“Well-thought-out and educational program that I will be able to put into action with significant positive results.” — LANCE HUMBLE, PRESIDENT HUMBLE CONSTRUCTION COMPANY
8:30 a.m. - 5:00 p.m. 8:30 a.m. - 5:00 p.m.
DAY 3 8:30 a.m. - 1:30 p.m.
Explore your expanding role in the “get-work” process Identify the keys to success in positioning your firm over the competition Understand the role strategy plays in getting selected
Selling Yourself and Your Company They “buy” you first — make the right first impression Determine their real decision-making criteria Identify the roles they play — economic decision maker, gatekeeper, champion, etc. Find “hot buttons” and you find the path to selling on value Discover strategies to keep in touch and build relationships that last
Building Your Strategy to Win Selling value in construction is complicated Create the win strategy that gives you the advantage Know when to match your best competitors and when to be different Build selling messages that resonate with customers Know what it takes to win — every time
Getting Ready — Doing Your Homework Winning starts with planning and rock-solid strategy Learn how to quickly engage the customer in the conversation Use discovery skills to uncover and prioritize hot buttons Create call plans that set you above the competition Develop the win strategy needed to capture a specific project Create selling messages that grab the client’s attention and keep it
What to Do When They Say “NO” Prevent most objections from ever happening Learn strategies to deal with your toughest objections Leverage objections into a competitive advantage Cement customer commitment to selecting you
Reading and Responding to the Customer Read the customer and the situation Leverage your understanding of the customer’s business climate Learn how to quickly build rapport Defuse confrontation and unproductive conflicts Know the players — who is really on your side?
Strategies for Managing the Complex Sale Navigate your way around common hazards Cut through the complexity of internal resource coordination Develop strategies to keep all your customer relationships moving forward Build your plan forward — from today to the future
Moving Forward Build your plan forward — from today to the future
Who Should Attend?
Presidents Vice Presidents Heads of pre-construction, estimating, operations or business development Anyone who is involved in securing work with customers
REGISTRATION Information The tuition includes all workbook materials, program instruction and refreshment breaks. Meals and lodging are not included.
Pricing:
$2,495 for the first attendee $2,245 for each additional attendee from the same company
To register:
Visit www.fminet.com/programs/CSS or call 800.877.1364
Hotel information: To ensure availability, book your hotel room as soon as possible.
December 10-12, 2014 Sheraton Atlanta Hotel Atlanta, Georgia 404.659.6500 sheratonatlantahotel.com
February 18-20, 2015 Talking Stick Resort Scottsdale, Arizona 480.850.7777 talkingstickresort.com
Cancellation — If you need to cancel your registration, please note that you will be subject to a $395 administrative cancellation fee per registrant. We need to receive your written cancellation at least five business days before the program in order to refund your remaining tuition. Otherwise, your tuition will be converted to a nonrefundable credit you may apply toward any FMI program for a full year. Please email us at
[email protected] to submit your cancellation request. Please note: If FMI cancels the event, your registration fee will be refunded. However, FMI cannot be held accountable for nonrefundable airline tickets or other expenses related to your travel to the event. For questions regarding FMI’s cancellation policy, please call 800.877.1364. FMI reserves the right to change, add or cancel programs according to the needs of the industry. Substitutions — If you would like to make any name changes or substitute participants, please email us at
[email protected]. Substitutions can be made up to five business days prior to the start of the program. FMI Guarantee — If for any reason you are not satisfied with the program, please inform us by calling 800.877.1364. We will refund your tuition or give you a credit to use for another FMI program. Mailing List Changes — If your mailing information has changed, or you would like to add someone to our mailing list, please call 800.669.1364 and ask for the database department or email us at
[email protected].
DAY 1
DAY 2
Differentiate Your Company From the Competition
AGENDA
This course will help you understand how to win more work. You will learn a collaborative approach to selling that puts you in a position of helping customers buy versus having to sell to them.
What Do You Mean I’m Involved in Sales?
Are you charged with: Winning work? Finding the right customers to help your firm grow? Building the customers’ perception of the value? Finding the customer “hot buttons” that give your firm the edge? Building customer loyalty?
Then this program is for you!
What You Will Learn Construction Selling Skills will give you the skills you need to ... Convert corporate strategy in get-work success Identify customer hot buttons and turn those into key selling messages Build effective win strategies on projects that get you selected Create customer loyalty and commitment Use objections to build client conviction Spend more time with key decision-makers Convert market intelligence into booked backlog The interactive format and hands-on exercises teach the skills needed to be successful in sales — whether you are new to the game or a seasoned pro!
This three-day program will help you create and refine your selling skills. You will begin seeing immediate results in your efforts, your firm’s revenue and your bonus plan.
“Well-thought-out and educational program that I will be able to put into action with significant positive results.” — LANCE HUMBLE, PRESIDENT HUMBLE CONSTRUCTION COMPANY
8:30 a.m. - 5:00 p.m. 8:30 a.m. - 5:00 p.m.
DAY 3 8:30 a.m. - 1:30 p.m.
Explore your expanding role in the “get-work” process Identify the keys to success in positioning your firm over the competition Understand the role strategy plays in getting selected
Selling Yourself and Your Company They “buy” you first — make the right first impression Determine their real decision-making criteria Identify the roles they play — economic decision maker, gatekeeper, champion, etc. Find “hot buttons” and you find the path to selling on value Discover strategies to keep in touch and build relationships that last
Building Your Strategy to Win Selling value in construction is complicated Create the win strategy that gives you the advantage Know when to match your best competitors and when to be different Build selling messages that resonate with customers Know what it takes to win — every time
Getting Ready — Doing Your Homework Winning starts with planning and rock-solid strategy Learn how to quickly engage the customer in the conversation Use discovery skills to uncover and prioritize hot buttons Create call plans that set you above the competition Develop the win strategy needed to capture a specific project Create selling messages that grab the client’s attention and keep it
What to Do When They Say “NO” Prevent most objections from ever happening Learn strategies to deal with your toughest objections Leverage objections into a competitive advantage Cement customer commitment to selecting you
Reading and Responding to the Customer Read the customer and the situation Leverage your understanding of the customer’s business climate Learn how to quickly build rapport Defuse confrontation and unproductive conflicts Know the players — who is really on your side?
Strategies for Managing the Complex Sale Navigate your way around common hazards Cut through the complexity of internal resource coordination Develop strategies to keep all your customer relationships moving forward Build your plan forward — from today to the future
Moving Forward Build your plan forward — from today to the future
Who Should Attend?
Presidents Vice Presidents Heads of pre-construction, estimating, operations or business development Anyone who is involved in securing work with customers
REGISTRATION Information The tuition includes all workbook materials, program instruction and refreshment breaks. Meals and lodging are not included.
Pricing:
$2,495 for the first attendee $2,245 for each additional attendee from the same company
To register:
Visit www.fminet.com/programs/CSS or call 800.877.1364
Hotel information: To ensure availability, book your hotel room as soon as possible.
December 10-12, 2014 Sheraton Atlanta Hotel Atlanta, Georgia 404.659.6500 sheratonatlantahotel.com
February 18-20, 2015 Talking Stick Resort Scottsdale, Arizona 480.850.7777 talkingstickresort.com
Cancellation — If you need to cancel your registration, please note that you will be subject to a $395 administrative cancellation fee per registrant. We need to receive your written cancellation at least five business days before the program in order to refund your remaining tuition. Otherwise, your tuition will be converted to a nonrefundable credit you may apply toward any FMI program for a full year. Please email us at
[email protected] to submit your cancellation request. Please note: If FMI cancels the event, your registration fee will be refunded. However, FMI cannot be held accountable for nonrefundable airline tickets or other expenses related to your travel to the event. For questions regarding FMI’s cancellation policy, please call 800.877.1364. FMI reserves the right to change, add or cancel programs according to the needs of the industry. Substitutions — If you would like to make any name changes or substitute participants, please email us at
[email protected]. Substitutions can be made up to five business days prior to the start of the program. FMI Guarantee — If for any reason you are not satisfied with the program, please inform us by calling 800.877.1364. We will refund your tuition or give you a credit to use for another FMI program. Mailing List Changes — If your mailing information has changed, or you would like to add someone to our mailing list, please call 800.669.1364 and ask for the database department or email us at
[email protected].
DAY 1
DAY 2
Differentiate Your Company From the Competition
AGENDA
This course will help you understand how to win more work. You will learn a collaborative approach to selling that puts you in a position of helping customers buy versus having to sell to them.
What Do You Mean I’m Involved in Sales?
Are you charged with: Winning work? Finding the right customers to help your firm grow? Building the customers’ perception of the value? Finding the customer “hot buttons” that give your firm the edge? Building customer loyalty?
Then this program is for you!
What You Will Learn Construction Selling Skills will give you the skills you need to ... Convert corporate strategy in get-work success Identify customer hot buttons and turn those into key selling messages Build effective win strategies on projects that get you selected Create customer loyalty and commitment Use objections to build client conviction Spend more time with key decision-makers Convert market intelligence into booked backlog The interactive format and hands-on exercises teach the skills needed to be successful in sales — whether you are new to the game or a seasoned pro!
This three-day program will help you create and refine your selling skills. You will begin seeing immediate results in your efforts, your firm’s revenue and your bonus plan.
“Well-thought-out and educational program that I will be able to put into action with significant positive results.” — LANCE HUMBLE, PRESIDENT HUMBLE CONSTRUCTION COMPANY
8:30 a.m. - 5:00 p.m. 8:30 a.m. - 5:00 p.m.
DAY 3 8:30 a.m. - 1:30 p.m.
Explore your expanding role in the “get-work” process Identify the keys to success in positioning your firm over the competition Understand the role strategy plays in getting selected
Selling Yourself and Your Company They “buy” you first — make the right first impression Determine their real decision-making criteria Identify the roles they play — economic decision maker, gatekeeper, champion, etc. Find “hot buttons” and you find the path to selling on value Discover strategies to keep in touch and build relationships that last
Building Your Strategy to Win Selling value in construction is complicated Create the win strategy that gives you the advantage Know when to match your best competitors and when to be different Build selling messages that resonate with customers Know what it takes to win — every time
Getting Ready — Doing Your Homework Winning starts with planning and rock-solid strategy Learn how to quickly engage the customer in the conversation Use discovery skills to uncover and prioritize hot buttons Create call plans that set you above the competition Develop the win strategy needed to capture a specific project Create selling messages that grab the client’s attention and keep it
What to Do When They Say “NO” Prevent most objections from ever happening Learn strategies to deal with your toughest objections Leverage objections into a competitive advantage Cement customer commitment to selecting you
Reading and Responding to the Customer Read the customer and the situation Leverage your understanding of the customer’s business climate Learn how to quickly build rapport Defuse confrontation and unproductive conflicts Know the players — who is really on your side?
Strategies for Managing the Complex Sale Navigate your way around common hazards Cut through the complexity of internal resource coordination Develop strategies to keep all your customer relationships moving forward Build your plan forward — from today to the future
Moving Forward Build your plan forward — from today to the future
Who Should Attend?
Presidents Vice Presidents Heads of pre-construction, estimating, operations or business development Anyone who is involved in securing work with customers
REGISTRATION Information The tuition includes all workbook materials, program instruction and refreshment breaks. Meals and lodging are not included.
Pricing:
$2,495 for the first attendee $2,245 for each additional attendee from the same company
To register:
Visit www.fminet.com/programs/CSS or call 800.877.1364
Hotel information: To ensure availability, book your hotel room as soon as possible.
December 10-12, 2014 Sheraton Atlanta Hotel Atlanta, Georgia 404.659.6500 sheratonatlantahotel.com
February 18-20, 2015 Talking Stick Resort Scottsdale, Arizona 480.850.7777 talkingstickresort.com
Cancellation — If you need to cancel your registration, please note that you will be subject to a $395 administrative cancellation fee per registrant. We need to receive your written cancellation at least five business days before the program in order to refund your remaining tuition. Otherwise, your tuition will be converted to a nonrefundable credit you may apply toward any FMI program for a full year. Please email us at
[email protected] to submit your cancellation request. Please note: If FMI cancels the event, your registration fee will be refunded. However, FMI cannot be held accountable for nonrefundable airline tickets or other expenses related to your travel to the event. For questions regarding FMI’s cancellation policy, please call 800.877.1364. FMI reserves the right to change, add or cancel programs according to the needs of the industry. Substitutions — If you would like to make any name changes or substitute participants, please email us at
[email protected]. Substitutions can be made up to five business days prior to the start of the program. FMI Guarantee — If for any reason you are not satisfied with the program, please inform us by calling 800.877.1364. We will refund your tuition or give you a credit to use for another FMI program. Mailing List Changes — If your mailing information has changed, or you would like to add someone to our mailing list, please call 800.669.1364 and ask for the database department or email us at
[email protected].
To determine which course fits your needs best, or if you have any questions about the program and/or topics, please contact the program director, Cynthia Paul, at 303.398.7206 or
[email protected].
December 10-12, 2014 Atlanta, Georgia February 18-20, 2015 Scottsdale, Arizona
PRSRT STD US POSTAGE PAID FMI CORP.
— MARK KONG, PRESIDENT MARYL GROUP, INC.
www.fminet.com/programs/CSS
“Awesome. Very informative and engaging. Real-world examples of challenges and solutions. Thoughtprovoking strategies and ideas to improve your business development opportunities.”
5171 Glenwood Avenue Suite 200 Raleigh, NC 27612
Contact Us
Construction Selling Skills You can earn up to 18 hours of continuing education credits by completing the program. A certificate of completion will be awarded to you at the conclusion of the program. You may use this certificate for self-reporting purposes to many state and local continuing education entities.
FMI’s experienced team can customize a solution specifically for you. With the tools that you will gain through one of these programs or through an engagement specifically designed for your company, you will create a strategic business development vision and a structured implementation plan to differentiate your company from the competition.
FMI Corporation is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN 37219-2417.
Marketing & Selling Strategies Construction Selling Skills Winning Proposals
Website: www.nasba.org
FMI has created courses based on proven processes that will improve your business development results, win more work and grow your profitability:
Group Live | Intermediate | No Advanced Preparation Required
Business Development Services
CONSTRUCTION SELLING SKILLS
about developing customized strategy and best-in-class operations with his clients. He applies practical experience with an in-depth understanding of leading lasting behavioral change in dynamic environments.
PROVEN METHODS FOR TARGETING AND WINNING CUSTOMERS AND PROJECT OPPORTUNITIES
Jim Schug, principal and engagement manager with FMI, is passionate
December 10-12, 2014 Atlanta, Georgia
development at FMI, works with industry firms to position them to capture market share and grow profitably. She helps convert strategic vision into differentiated competitive position. You will walk away with concrete techniques to convert classroom ideas into real-life competitive advantages for your firm.
February 18-20, 2015 Scottsdale, Arizona
Cynthia Paul, managing director and practice leader for business
proven methods for winning work
Learn From the Best
To determine which course fits your needs best, or if you have any questions about the program and/or topics, please contact the program director, Cynthia Paul, at 303.398.7206 or
[email protected].
December 10-12, 2014 Atlanta, Georgia February 18-20, 2015 Scottsdale, Arizona
PRSRT STD US POSTAGE PAID FMI CORP.
— MARK KONG, PRESIDENT MARYL GROUP, INC.
www.fminet.com/programs/CSS
“Awesome. Very informative and engaging. Real-world examples of challenges and solutions. Thoughtprovoking strategies and ideas to improve your business development opportunities.”
5171 Glenwood Avenue Suite 200 Raleigh, NC 27612
Contact Us
Construction Selling Skills You can earn up to 18 hours of continuing education credits by completing the program. A certificate of completion will be awarded to you at the conclusion of the program. You may use this certificate for self-reporting purposes to many state and local continuing education entities.
FMI’s experienced team can customize a solution specifically for you. With the tools that you will gain through one of these programs or through an engagement specifically designed for your company, you will create a strategic business development vision and a structured implementation plan to differentiate your company from the competition.
FMI Corporation is registered with the National Association of State Boards of Accountancy (NASBA) as a sponsor of continuing professional education on the National Registry of CPE Sponsors. State boards of accountancy have final authority on the acceptance of individual courses for CPE credit. Complaints regarding registered sponsors may be addressed to the National Registry of CPE Sponsors, 150 Fourth Avenue North, Suite 700, Nashville, TN 37219-2417.
Marketing & Selling Strategies Construction Selling Skills Winning Proposals
Website: www.nasba.org
FMI has created courses based on proven processes that will improve your business development results, win more work and grow your profitability:
Group Live | Intermediate | No Advanced Preparation Required
Business Development Services
CONSTRUCTION SELLING SKILLS
about developing customized strategy and best-in-class operations with his clients. He applies practical experience with an in-depth understanding of leading lasting behavioral change in dynamic environments.
PROVEN METHODS FOR TARGETING AND WINNING CUSTOMERS AND PROJECT OPPORTUNITIES
Jim Schug, principal and engagement manager with FMI, is passionate
December 10-12, 2014 Atlanta, Georgia
development at FMI, works with industry firms to position them to capture market share and grow profitably. She helps convert strategic vision into differentiated competitive position. You will walk away with concrete techniques to convert classroom ideas into real-life competitive advantages for your firm.
February 18-20, 2015 Scottsdale, Arizona
Cynthia Paul, managing director and practice leader for business
proven methods for winning work
Learn From the Best
