You can view the previous event schedule below. check back for the 2020 schedule, which will be released in May.

WE21 - Learn from Real Life Lessons and Stories from the Road

Wednesday, October 9 from 2:40 PM to 3:40 PM « Back

Have you ever wondered about what product representatives have to go through to get specified, or some of the good, the bad, and the ugly regarding sales calls on design professionals?  This highly entertaining session will give real life examples of what has worked, and not worked, for one particular product representative, with emphasis on the principles employed and lessons learned. 

Upon completion of this session, participants will be able to:   
• Draw from the experiences of a "seasoned" product representative to explore what works, and doesn't work, in getting specified   
• Share ideas with others regarding how best to overcome objections from architects and specifiers   
• Discuss the various techniques employed to gain an audience with “difficult-to-see” specifiers
• Experience the evolution of a product representative from "newbie" to "trusted advisor"   


Content Level:   

This session was created for product representatives; however, all other disciplines are welcome to register, attend and contribute to the conversation. 

Professional Development; Sales and Marketing for Material Suppliers

Credits: 1 AIA LU, BOMI, CSI (CCPR), .10 ICC, NARI

Education Tracks: Topic: Marketing & Sales for BPMs, Topic: Personal & Professional Development, Audience: BPM/Product Rep

Event Type: Education Sessions > Session