Specification selling to the Construction market is a complex process that requires a great deal of investment in Time, Resource, Marketing collateral, Product development.

Often a business has an excellent product but lacks the resource or knowledge to optimise its potential Cole Cross Solutions can help you un lock that potential our knowledge and experience has already helped a number of Major European manufacturers in their desire to become a lead specifier in the UK for their markets.

We can help you do the same Our Sales Funnel Model is a very effective tool.

Our core values for sales set out below

Service:

Service excellence throughout the sales process is a priority for any manufacturer/supplier, many specifications are broken simply because the reputation of the supplier for service is perceived to be poor. Cole cross Solutions believe in setting the standards of service and ensuring they are not only met but a process of continuous improvement is established. Our KPI model allows you to do this in a focussed and measurable way making clear the expectations and ultimately the resulting service excellence visible to your customers, staff and suppliers.

Approach:

The right approach is critical, understanding who the key influencers are and what their issues are, being in the right place at the right time, are all key factors in securing a specification and ultimately winning the order. Our Sales Funnel Model can help you make the right choice and have the best approach to each and every opportunity.

Leadership:

Knowing your Market and what makes you the best choice to a customer is absolutely vital even when products are seen to be of a Me Too nature there can be many Unique Selling Points which give you the advantage should you exploit them.

At Cole Cross Solutions we work with your Product Marketing team to identify and communicate the Market Leadership you have through USPs.

Evolution:

The Specification market is not only complex but it can be quite fluid making unexpected changes any supplier/ manufacturer needs to be able to adapt and change evolving to suit the developing market. This can be as simple as tactical selling when the Structure of the project changes to Adapting your offer to new building methods such as off site construction, product and service packaging. The best in class have a natural ability to see the trends in the market and evolve with the curve. Let Cole Cross Solutions help you with this process through our three day strategic workshops.

Systems:

What gets measured gets done a simple statement but a most poignant one and the most effective way to ensure this is by establishing clear processes and procedures with the systems to support this, if you don't have the Data you cannot measure your business. Get the right Systems to suit your business model and you will be best placed to deliver best in class sales specification delivery.

Cole Cross Solutions have built in to the Sales Funnel model systems needs and benefits to help you in this.

 

Finally the most important factor in all are the people that represent you in the market, Identifying the right people and attracting them to your organisation, mentoring the team, measuring the team, motivating the team and retaining a good team.

We have a few thoughts that we consider when supporting our clients in identifying star performers:

Do they have?

Achievement Drive - A concern for working well or for surpassing a standard of excellence. Enthusiastic drive to deliver better business performance.

Customer Service - Desire to help or serve others by identifying and meeting the need of the customer. 'Customer' may include internal colleagues or anyone the person is trying to help.

Initiative - The identification of a problem, obstacle or opportunity and taking action in light of that, to address current or future problems or opportunities.

Teamwork - The ability to work co-operatively with others, to be part of a team; to work together, as opposed to working separately or competitively.

Conceptual and Creative Thinking - The ability to identify patterns or connections between situations that are not obviously related, and to identify key or underlying issues in complex situations.

Influencing - The ability to persuade, convince, influence or impress others in order to get them to go along with own agenda

Our consultant's have extensive experience and a hugely successful track record in sales development and growth processes. We can provide a full and detailed plan encompassing strategy, market segmentation and customer targeting through to the "hands on" experience of sales management through mentoring negotiation and closure skills. The team have negotiated large and complex contracts and can offer advice and support through both senior and grass root level discussions. Key to the success of any business is the determination and motivation of all staff, our team can guide you through any change management process.