A significant part of attending the SPFA Convention each year is the opportunity to learn from others in the industry. This is facilitated, in part, by the sheer number of sessions offered each and every year. The biggest challenge is choosing which one session to attend at any given time. Here were the options during the second breakout session:
- Amine Emission Management in Spray Foam – Moving the Industry Forward by Rick Wood and Jared Bender
- Wear Your Selling Hat With Confidence! By David Fellman
- Recoat & Renewal of SPF Roofing Systems by Mason Knowles
- Government Affairs Update by Craig Brightup
- OSHA Confined Space Rule Overview by Jessica Douma
- The Market Option to Energy Code Compiance – The HERS Index by Steve Baden
- Use of Spray Foam as an Air Barrier by Laverne Dalgleish
- Interpreting Infrared Images for Building Diagnostics in Foam Installations by Henri Fennell
- What’s in Your Contract? Essential Provisions, Warranties and Other Key Provisions by Bob Converse
If you want to see more about these sessions, keep an eye out on the SPFA website as they usually publish the slide presentations a few weeks after the convention.
I chose to attend Wear Your Selling Hat With Confidence!, presented by David Fellman. Here is the session description from the SPFA guide:
The owner of a small business wears a lot of hats – and the selling hat is as important as any of them! This session shows you how to be more effective when you put on your selling hat, accomplishing a maximum amount of selling in a minimum amount of time, and with minimal discomfort. You’ll learn how to set reasonable expectations; how to protect your selling time from interruptions; how to identify the best prospects; how to get past gatekeepers and other obstacles… like voicemail; how to overcome the common objections; how to play the “dealing with the owner” card; how to win in price negotiations; how to identify specific opportunities for new business with current customers; and how to keep track of your sales activities and your progress.
Dave was kind enough to allow me to record and share his presentation, here it is:
[youtube https://www.youtube.com/watch?v=2G9Cn62NSkE&w=560&h=315]
FYI, I presented in the third session – 3 Ways to Close More Sales with Building Science and will send that video out, in a private link, to my blog subscribers on Friday, tell your friends to subscribe here.
