If you are a sales representative or aspiring to get into sales in the tile and stone industry, then you have likely experienced just how challenging the sales cycle of tile and stone products can be. There are so many decision-making influencers in the mix of any given sale that it can be difficult to navigate. Often it is not always clear who will be doing the purchasing. From contractors to designers, homeowners to builders, with so many hands in the pot, it makes for a long sales cycle. Driving a specification and following that specification all the way to the point of sale can be a daunting task.
In this workbook, you will learn how to create a "bullet proof" specification and the best practices in following that specification through to the point of sale. There are many ways to ensure that you get the order, and this book will provide critical tips on how to do just that.
Whether you are working with architects on the actual specification or chasing existing specifications then you have heard the term "value engineer". "Value Engineering" means that specified products can be substituted with equal or better performing products at a lower cost. It is often misused where lower priced products, with less quality, are selected to increase profits. This workbook will address how to protect a specification from value engineering and how to offer options that ensure that you get the order. You must ask yourself, if you had a roadmap to put you in a position to optimize your chances of getting the order, would you want a copy? This workbook will provide that roadmap and our on-line self-paced course with interactive video, quizzes, and narrated content, is also available to you for further development.