Jan 7, 2020
Welcome again to the
Construction Genius podcast. This is episode three of our
three-part series on how to succeed in construction sales even if
you hate selling. Today's episode will introduce you to a
questioning framework that you can use when negotiating new
And just one more shout out, if
you or anyone who reports to you are responsible for sales you
might find the construction sales assessment that I put together
extremely useful. Head out to my website at https://ericanderton.com/constructionsales.
Download the assessment, fill it out, and also take the exercise
that's included with the assessment and it'll help you to focus on
and strengthen the five traits that successful salespeople in any
field consistently display.
For detailed show notes on this
episode, visit my blog at https://ericanderton.com/blog.
If you’d like to reach out to me
on social media, I’m on LinkedIn and Twitter.
And on my
Youtube channel, you’ll
find a complete library of insights on life, business, and
leadership that I’ve published over the years.
Here are the episode highlights:
- [01:08] Thinking of sales like a scale - you
want the pros of doing business with you to outweigh the
- [02:30] People only ever buy for 2 reasons, to
seek pleasure and to avoid pain. And in construction, they only buy
to avoid pain.
- [04:27] S.P.I.N selling - situation, problem,
implication, and need payoff.
- [05:27] If you're going to be successful in
sales it won’t be by the power of your charisma or the shine on
your shoes. It'll be by the quality of the questions that you
- [06:34] When dealing with a savvy construction
buyer, don’t ask too many situational questions. Do your research
beforehand so you can focus on uncovering their
- [08:46] Implication questions are sad
questions. When you find a problem, one of your jobs is to magnify
it. Not because you're a sadist, but because you need to
demonstrate to them the cost of not solving the
- [09:49] Need payoff questions are the happy
questions and they're about value and importance and usefulness. So
a question like this, "What would it mean to you if we could
deliver a project that has zero rework?"
- [12:00] "A good plan violently executed now is
better than a perfect plan next week." - George Patton