Do you hate selling but know you must do it to grow your business?

I get it. If you work in construction, the word “sales” can feel like a dirty word. We’re builders, problem-solvers, leaders, but rarely do we think of ourselves as salespeople. The truth is, if you’re in a business, you’re in sales whether you like it or not.

In this episode of the Leadership in Construction podcast, I share the exact 3-step sales process that helped me shift my mindset and start selling in a way that feels natural, honest and effective. You don’t need to be a slick closer or pushy rep. You just need to be clear, curious and genuinely helpful.

And trust me, if you care about solving problems, you already have the skills you need to sell.

Sales starts with mindset. If you believe in what you do,it's your responsibility to help others understand the value in it. I guide youthrough:

• Position – Know who you help and how. Stop listing features, start speaking in outcomes.
• Explore – Ask curious questions. Understand what’s really keeping your client up at night.
• Solve – Paint a picture of how your service walks them from problem to solution.

We also look at how companies like Apple revolutionisedmarketing not with better products, but with better positioning, a principle construction leaders can learn from too.

Sales doesn’t have to feel icky. In fact, if you’ve eversolved a client’s problem, you’ve already sold, just without calling it that.

I hope this episode helps you reframe what selling means and gives you the confidence to lead conversations that convert. No pressure, no pushiness, just clarity, curiosity, and service.

If this resonated with you, drop a comment or share thisepisode with someone who needs to hear it. Together, we’re not just building projects we’re building better leadership across the industry.

Until next time, keep leading with purpose, and lets raise the standard of Leadership in Construction.

Key Lessons Learnt:

• Selling is serving, your job is to help clients makedecisions that solve problems.
• You don’t need to be slick, just clear. Be direct, behonest, be helpful.
• Talk in outcomes, not features. Focus on what life lookslike after the problem is solved.
• Ask more, talk less. Listening is the most underrated sales skill.
• Paint a journey. Walk your customer through the path from pain to solution with your help.
• Sales doesn’t require pressure, it requires understanding.

Timestamps:

• 00:00 – Intro: Why construction professionals avoid sales
• 02:00 – The mindset shift: From sleazy sales to genuineservice
• 04:00 – Step 1: Position – Who do you help and how?
• 07:10 – What Apple teaches us about selling outcomes
• 09:00 – Step 2: Explore – Be curious and uncover pain points
• 11:20 – Step 3: Solve – Show them the path from problem to solution
• 14:00 – Summary: Sales is service, not sleaze
• 15:00 – Encouragement to start selling with confidence

Keywords:

Selling in construction, Sales for builders, Ethical selling, Construction business growth, Sales tips for trades, How to sell without being pushy, Problem-solving in sales, Construction leadership podcast, Sales mindset shift, Customer value in construction,

Links Mentioned:

Free guide: 10 Quick Steps to Instantly Improve Sales andIncrease Profit

[Download it in the show notes below]