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On March 15th 2016 The Illinois Ready Mixed Concrete Association hosted the “4 Nos in Sales” Sales Training Program presented by BASF Admixtures. The program was a great success with 31 IRMCA members attending the 7 hour program in Bloomington IL. The Sales Program highlighted these sales concepts and more:
Getting to “yes” starts with changing from what you want to say to what the contractor wants to hear….
· No one cares how much you know until they know how much you care. Build trust through commonality and intent.
· Learn more about Contractor’s challenges by getting in their mind. Use investigation questions to uncover the “need behind the need” and the business implications.
· Increase your area of selling opportunity by gaining a strong understanding of his business and broaden his understanding of the value you bring.
· Speak in the contractor’s language and present solutions that lower risk, increase quality, shorten their schedule, or reduce/neutralize the project’s costs.
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