How Construction Sales Pros Save Time, Make Money, and Avoid Agony

How Construction Sales Pros Save Time, Make Money, and Avoid AgonyWhat’s the ONE question you must ask every time you are selling a construction project if you want to save tons of time, make a lot of money, and avoid the AGONY that average salespeople experience every day?

Read on and I’ll tell you.

Construction sales are complex, with many different parties involved in deciding who is going to build the work.

But 99% of the time only one person makes the final decision.

Think about the last time your company poured tons of time, money, and effort into bidding on a project that you were convinced you were going to win.

And then at the last second, one of your competitors swooped in and was awarded the project.

You jumped on the phone and called your main point of contact to try and figure out what happened, only to find out that your contact wasn’t the final decision-maker, and that your competition had a relationship with the “money guy” which gave them the inside track.

AGONY!

If you don’t know who that money guy is, you are jeopardizing your opportunity to win the project.

To make sure you never experience this AGONY ask this question of your contact:

“Who, besides yourself, is involved in the final decision for awarding this project?”

Simple, right? So simple, that average salespeople don’t even bother to ask.

They don’t ask because they are afraid of offending their contact, or they are just too lazy to do the hard work necessary to find out the truth.

But you’re not average, and you will start asking it immediately. When you do, watch body language. If the person you are talking to says “I’m the final decision maker” and they appear confident, take them at their word.

If they shift in their chair or avoid eye contact, know that someone else is behind the curtain pulling the strings on the deal.

If this is the case, hopefully, they’ll come clean and make the necessary introductions, but if they don’t be ready to do the hard work necessary to find out the truth.

Construction sales pros hate wasting time. They also want to make more money by landing the right projects, with great clients, so they always take the time to figure out who makes the final decisions on every project they bid.

They don’t allow fear or pride to drive them. When working a new opportunity with a new contact they always ask:

“Who, besides yourself, is involved in the final decision for awarding this project?”

Make a commitment in 2022 to being a sales pro!

Want more construction sales inspiration and insights? Check out the all-time most popular episode of Construction Genius Podcast with my good friend and valued client Roger Leasure.

Roger shares deep, frontline sales experience that you’ll find tremendously helpful. Click this link to listen to the episode: Rainmaker! Business Development Strategies from a Construction CEO

Thanks for reading!