Post-Covid we’re all a little bit “meeting shy”, especially after having to do so many ZOOM calls. However, some meetings have to happen, and it’s always best to be prepared to secure the best outcome.
Today’s video is about Mastering Construction Meetings: Expert Tips and Tactics, watch it by clicking here or continue with this quick read.
This is an internal framework that we use in our business, as well as using a Sales Philosophy or Sales Tactics to reach a favourable outcome.
First things first… When you’re in a meeting where there’s a dispute or important negotiation
LET THEM DO THE TALKING.
You want them to talk, and you just listen.
Then… Remember that EVERYTHING IS A SALE.
And the best way to thrive in sales is TO ASK QUESTIONS AND TO LISTEN.
Remember that THEY NEED TO BE HEARD.
*** If you approach a meeting with ego or aggression it never works out. ****
To solve the problem you have to GET THEIR POINT OF VIEW. Once you have this you can respond with the FACTS.
A good tactic is to repeat their questions back, and then answer them. That way there is no room for misunderstanding.
NEVER INTERRUPT THEM. REITERATE WHAT THEY’VE SAID… AND THEN SUMMARISE.
After you’ve done this… implement the GROW Model.
What’s the GROW Model?
GOAL, REALITY, OPTIONS, and WAY FORWARD
So you’ve done all the right things so far… listened, asked the right questions, taken notes, reiterated what they’ve said, and summarised… Next, you use this model.
GOAL:
What’s the goal for the meeting and the project?
- To come out with a successful negotiation and understanding so the project can be completed at the lowest possible cost, as quickly as possible, while maintaining a good relationship.
REALITY:
What’s the Reality? (List the FACTS)
- The subcontractor signed up for a lump sum contract.
- They were performing well.
- The cost of materials went up by over 50%.
- Their profit margin was 10%.
- This price increase was likely to put them out of business.
- At this rate, the subcontractor was unable to complete the work.
OPTIONS:
What are the Options?
Present them with 3 options.
- 1. Least favourable Option
- 2. Preferred Option.
- 3. Any other Option.
WAY FORWARD:
Which option has the most benefit? You give the power back to them by giving them options to choose from and resolving the conflict.
We want you to be the MOST SUCCESSFUL you can possibly be. That’s why we put together content with tips and advice that is tried and tested.
For more contractual advice, Quantum Contract Solutions is here to guide and assist you through everything contract related. Let’s reduce risk in your contracts and save time and money, just click this link to get our FREE case study to show you how clients just like you are doing it.
