Professional Specification Sales

Course Overview

Winning in construction sales often means getting your products specified early on. This intermediate training focuses on smart sales steps and marketing ideas for construction specification sales. It builds on what you already know to help you take your skills to the next level. This course helps you overcome challenges like product substitution and gain a strong position by building lasting relationships with key specifiers.

What You Will Learn

This course helps you become a trusted advisor, showing clients the real value of your products beyond just price. You will learn to:

  • Understand what the construction industry needs for specifications.
  • Learn how to build strong, lasting connections with specifiers.
  • Find out what drives customer choices and master sales methods.
  • Clearly explain features, how they help, and the good things they bring. This helps you quantify the benefits of your solutions.
  • Improve your skills for giving professional presentations.
  • Define what makes your product or service special and how it meets customer needs. This includes showing measurable value to clients.
  • Check how effective your proposals are.
  • Learn how to get customers to accept your offers.
  • Study and review the steps in your sales cycle.
  • Divide customers into groups and set clear goals.
  • Use LinkedIn to make the most of your social selling abilities.

Course Details

  • How Long: The course time can change to fit your schedule, from short 1-hour meetings each week to full-day sessions. You get to choose! 
  • How We Teach: Our expert trainers will lead the course for 5 to 10 people at a time. This can happen in person in Gauteng or online using MS Teams. 
  • Your Materials: You will get a workbook with hands-on activities, links to more reading, and helpful YouTube videos. 
  • Finish Strong: You will receive a certificate when you complete the course.
  • Extra Help: Get one month of free support by phone and email after the course.

Why This Course Matters

Building relationships with manufacturers is very important to professionals in the construction industry. Many even expect help with writing or reviewing specifications. This course gives you practical tools and tips you can use right away.

Statistic

  •  “9 out of 10 professionals prefer that product manufacturers be involved in the specifying process, and many actually expect assistance with writing, editing, or reviewing the specs.” – AIA, 2019

What our clients say

“The Professional Specification Sales course was dynamically presented over Soom and the interaction with my team was great. It enhanced my specification teams’ knowledge and added confidence to drive spec sales by giving practical tools and tips that they can immediately take into the field. Highly recommended!” – Kerry-Lee Mannix, Interslab, Ceasarstone

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