Have you ever looked at your technically brilliant team andthought, “Why can’t we just win more work?”

That was me.

For years, I saw engineers, planners, architects, allsolving complex problems, delivering great work, and yet struggling when itcame to selling what they do. And let’s be honest, most of us neversigned up to sell. We signed up to build, design, and solve problems, notpitch.

But here’s the truth: if you lead a construction business,sales isn’t optional.
It’s essential. And chances are, you’re making it harder than it needs to be.

That’s why in this episode, I sat down with Mark Moore, engineer-turned-sales-coach and founder of HelpPeopleBuy.com, to bust myths, clarify what sales really is, and help you start improving your work-winning ability from the ground up.

Key Lessons Learned:

• Sales isn’t sleazy, it’s problem-solving throughconversation.
• You don’t need to pitch, you need to listen and lead. Everyone in your team contributes to the sale, even the grads drawing in CAD.
• Every interaction is a trust-building moment.

• Intel is everything. Engineers often overlook the power of sharing what they hear. Sales starts ith gathering, then feeding back useful info to the right person at the right time.
• Curiosity is your secret weapon. Engineers are natural problem solvers, if they reframe sales as solving people’s problems, they’re already halfway there.
• You don’t need to be extroverted to sell. In fact, introverts, who ask better questions and listen more, often outperform in technical sales.
• "The goal isn’t to be right. It’s to get it right." Let go of ego in conversations. Be open to other perspectives. This is just as true in sales as it is in design meetings.

Timestamps:

00:00 – Intro to the podcast and Mark Moore

02:20 – Why technical professionals struggle with sales

06:45 – Redefining “selling” as helping people buy

11:50 – Why every role contributes to winning work

17:40 – The difference between sales, marketing, and bidding

22:05 – The importance of empathy and curiosity inconversations

27:35 – What practical sales skills look like inconstruction

35:50 – Why introverts often outperform in sales roles

43:20 – Quick wins construction businesses can implement now

47:00 – How managers can spot natural sales talent in theirteam

50:10 – Where to go for support (Mark’s coaching model)

52:30 – Final thoughts and takeaways

Keywords:

construction sales training, howto sell in construction, help engineers sell, sales coaching for constructionprofessionals, improve construction business sales, sales skills for technicalprofessionals, construction leadership and communication,

Website Links & Resources:

Free Guide:

Mark Moore’s Website: www.helppeoplebuy.com

Connect with Mark on LinkedIn: Mark Moore