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Construction Genius

Dec 23, 2019

Welcome to Construction Genius. Today is episode one of a three-part mini-series I've put together on how to succeed in construction sales. Even if you hate selling. So in episode one, we'll look at the psychology of high performers.

And if you or the people who report to you are responsible for sales, you might find the construction sales assessment that I've put together extremely useful. It describes the five traits that successful salespeople in any field consistently display and you can rate yourself on those traits and then complete a short, simple exercise to help you strengthen any of the traits you need to work on. If you'd like to get the assessment just go to my website

For detailed show notes on this episode, visit my blog at

If you’d like to reach out to me on social media, I’m on LinkedIn and Twitter.

And on my Youtube page, you’ll find a complete library of insights on life, business, and leadership that I’ve published over the years.

Here are some highlights from the episode:

  • [01:41] What’s the right mindset for someone to be successful in construction sales?
  • [03:26] You cannot control your outcomes, but you can control your activity. You can control the things you do that lead to the outcomes you wish to achieve.
  • [04:33] When I say the word “trust,” what pops into your mind?
  • [05:28] How do you get to know someone?
  • [07:41] To be someone who can build a long term legacy in construction, persistence and showing up through the ups and the downs is absolutely essential.
  • [10:24] You are the prize. Your company is the prize. If your company is any good, it's a privilege for people to do business with you.
  • [11:19] Not everyone is going to like you. And that's okay.
  • [12:59] High performers in construction choose to get something out of all situations rather than complain about them.
  • [13:54] High performers choose to share with and help others rather than be selfish.