b'Paid advertorialHow do you become a Successful Architectural SalesBy Donato Pompo CTC CMR CSI CDT MBA ITS; President of Ceramic Tile and Representative? Stone Consultants and the University of Ceramic Tile and StoneThe key ingredients to be a successfulperceived as a consultant to the architect, architectural sales representative in the tileand second as a sales representative. What and stone industry are to be knowledge- thisdidformewasthearchitectwould ableabouttheproductsyourepresent,bringmeintotheirspecificationsinthe knowledgeableaboutindustrystandards,early stages of the project to consult with and knowledgeable about what productsthemtohelpdeterminewhichproducts aresuitableforyourclientsintendedandinstallationsystemswouldbesuit-uses. You need to be dependable and reli- ablefortheirintendedapplications.I able. The information you provide to thewowedthemwithmyknowledge,my architect must be accurate. You must dopromptresponses,mytimelyfollowup, whatyoucommittoinatimelymatter.and my ability to write MasterFormat spec-As I always told my sales reps, Its easyifications as I was a Certified Construction to talk the walk, but you have to walk theDocumentTechnologist(CDT)through talk. You must reply in a timely way whenCSI. This created loyalty with the architect someone calls you, you must have a timelyand gave me the first shot at having my tile response to requests for samples or infor- and installation products specified in what mation, and you must follow-up with yourwecalledaBulletproofspecification, clients in a timely manner. You must be ameaning resistant to value engineering and skilledcommunicatoranddeveloprela- substitutions.tionships with architects by attending theirI took my many years of experience and AIA and CSI monthly meetings. You mustcollaborated with Vince Moiso, who has give informative and impressive box lunchmany years of sales experience, and we cre-presentations. Youmustutilizeaprojectated a new UofCTS Online course called lead service to identify, qualify, and targetThe Complete Guide on Developing Tile key projects, and be persistent on follow- &StoneSpecificationswithArchitects. ing up on those targeted projects. This is an online course available through IwasadistributorarchitecturalsalesUofCTS, NTCA, CTDA, Fuse Alliance and representative for over ten years and thenTTMACthatcanbecompletedwithin Iwasamanufacturerarchitecturalsales10hoursoveratwo-weekperiod.The representative and sales manager for sevencourse teaches how to write Bulletproof years.Isuccessfullygeneratedspecifica- MasterFormat specifications, how to devel-tions and received the order on many largeop relationships with architects, how to get projects over the years. There were manyyour products specified, how to track and tileexteriorveneerofficebuildings,Lasprotectyourspecifications,andhowto Vegas Casinos, Food Processing facilities,develop communication skills and strate-airports,hospitals,high-endresidences,gies.Itisacompleteguidetolearning and other high use tile projects.how to be a successful Architectural Sales ThekeytomysuccesswasIhadtheRepresentative. Visit www.UofCTS.org for attributesdescribedaboveandwasfirstmore information. 100TileLetter | April 2019'