On March 15^th 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.