If you are an owner of an engineering or construction company that has celebrated its 10th anniversary, you know that you are part of an elite group. According to the US Department of Commerce, construction and contracting businesses have the
During the discovery phase, E&C Sellers typically have multiple meetings to qualify a prospect and determine if a win-win relationship can be cultivated. We spend a lot of time discussing how to prepare for these meetings, and how to ask
Most Sellers I know have a real fear of price objections. Many are quick to cut the price in order to get the job. The fact is price objections are common and often signal real interest in your offering. It’s
Most salespeople become accustomed to objection and rejection. It is considered a part of the job. But if you have been hearing more than your fair share of “no’s” lately, it might be time to for a bit of self-reflection.
I am not college football fanatic, but I do learn a lot from great coaches. My favorite is Nick Saban, Head Coach of the University of Alabama Crimson Tide. Since he arrived in Tuscaloosa in 2007, Saban’s dedication to excellence