Please note an important update: the UofCTS live course at Coverings 2026 has been rescheduled and will now take place on March 30, 2026, at the Las Vegas Convention Center. We look forward to seeing you there for this valuable in-person training session.

If you are an architectural sales representative or aspiring to become one, it is essential to understand the professional sales steps required to get your products properly specified. After identifying the right specifiers and projects to target, and developing key relationships, understanding the sales process becomes critical to maximizing your success.

You can learn more and register for the updated Coverings 2026 live course here: Coverings 2026 LIVE Workshop Training – on the UofCTS “How to be a Professional Architectural Sales Rep to Develop Bullet Proof Specifications and Get the Order!”

During this session, you can expect to learn several key steps involved in successfully developing and protecting a specification:

Find and Qualify the Opportunity

• The first step in the Sales Process Flow is identifying and qualifying the right opportunity.
• Not every project is the right fit knowing how to evaluate potential opportunities saves time and increases your effectiveness.

Develop the Specification and Provide a Proposal

• The second step is collaborating with the architect or designer to develop the specification.
• This includes providing product insight, technical support, and application guidance tailored to the project’s needs.

Identify All the Players in a Project

• The third step is understanding who is involved in the project.
• Owners, architects, general contractors, and subcontractors all influence the outcome. Knowing their roles allows you to navigate the process strategically.

Follow Up and Follow Through – Ask for the Order

• The final and most important step is consistent follow up and follow through.
• Tracking the specification all the way through bidding and installation, and confidently asking for the order, puts you in the best position to secure the sale.

It is equally important to monitor and protect the specification until the order is awarded. Throughout the entire process, consistent communication, documentation, and professional persistence ensure you remain competitive and reduce the risk of substitution.

There are many additional factors that contribute to successful specifications, and these concepts are explored in much greater detail during the live UofCTS session at Coverings 2026.

Join us on March 30, 2026, and gain the tools and strategies needed to strengthen your specification efforts and increase your success rate.

Register today through the updated Coverings 2026 live course listing at UofCTS.

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