Value-based selling in a disruptive business environment.
The Building and Construction industry faces a multitude of challenges including a volatile rand where its decreased value causes project costs to rise as well as the price of construction materials like steel and oil.
Eskom power outages cause costly delays that have serious consequences for construction projects.
Skilled labour shortages coupled with added safety needs result in increased insurance costs.
Based on this challenging business environment it is incumbent on management to equip the sales force to engage with customers through a diagnostic sales engagement process founded on value-based selling techniques.