This webinar will build on the first 3 presentations and discusses how to get to, prepare for, and successfully sell to the real decision makers.
The session will provide:
-A review of a building and/or portfolio's current financial realities and how they impact the motivations of the Building Engineer, Property/Facility Manager and the Financial decision maker
-A methodology for developing a strategy and call tactics to penetrate target accounts
-How to prepare for the meetings with the key decision makers
-Best practices and methods for probing and uncovering pain from key decision makers and how to use that information to get to a decision