Consultative Selling for Building Automation Professionals

Consultative Selling for Building Automation Professionals

$999.00

When: Live Online Tuesday, November 3rd, 2020, 8 AM CDT to 4 PM CDT

When: Live Online Tuesday, November 3rd, 2020, 8 AM CDT to 4 PM CDT

In this course, you will learn how to use the consultative sales process to sell problem-solving solutions to your customers.

This course will be focused on using case studies, live Q&A, and topical training lessons to teach you how to identify, define, develop, and propose solutions for your customers, specific to smart building technologies.

Course Objectives

In this course you will learn:

  • How to profile customers in order to mitigate the high cost of sales due to improper customer targeting
  • How to perform account mapping to form strategies to address decision-makers, blockers, and influencers 
  • How to identify and define your customer's problems
  • How to define and validate the cost and ROI of your solution
  • How to propose and present your solution to your customer
  • How to avoid common deal killers that can end the consultative sales process

Course Agenda

The initial cohort for this online course will be live on Tuesday, November 3rd from 8 AM CDT to 4 PM CDT. Attendees will have access to the recordings via our Learning Management System.

Audience

This course is targeted towards salespersons, estimators, designers, consulting engineers, and project managers who have at least 6 months of experience with BAS systems or have been through our BAS Fundamentals course.

Pre-requisite knowledge

Fundamental awareness of the parts and pieces of BAS.