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What happens when a prospective or existing client goes silent on you?

When clients go silent, it often feels like they have disappeared.  So why does this sort of thing happen when you are taking your clients’ interests seriously, when they don’t seem to be? What, if anything, can you do to stop […]

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Do you hate selling?

If you hate selling, but it’s part of your role you obviously have a big problem! In my experience, most construction industry professionals that occupy a client facing role often get freaked out by the ‘selling’ process.  Most hate it […]

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Do you know the answers to all those business questions?

In a recent workshop I was asked “How do I get all the important questions in one place?”  I replied, “i’m glad you asked that question”.  No, I really was.  Because I had recently done a workshop about that very subject as it relates […]

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Ever received a testimonial that brought you to tears?

I learnt a long time ago that a powerful testimonial from a satisfied client can add an amazing amount of credibility to a business, remove objections and speed up the sales process.  In certain circumstances, they can also boost persuasiveness and […]

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Are you paying enough attention to and measure what is important?

My wife bought a ‘Fitbit’ a couple of years ago.  For those of you who don’t know what a Fitbit is, it’s a little wristband you wear that measures activity – how much sleep, exercise, steps you take per day, […]

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B2B sales: are your clients making selling stuff more difficult?

Buying ‘stuff’ is arguably easier and faster now than ever before, even for some big-ticket items like buying a new car.  Every day we can buy whatever we want in mere moments, because consumer purchases require nothing more than a functioning […]

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Business: the 2 most important things to know to win more

Do you know the two most important things to know to win more business? One of my private coaching clients thinks that I am the best salesperson in the word!  Why?  Well, I don’t really know, but I suspect it’s because […]

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Increasing turnover?

“How can we quickly increase our turnover”? I was asked a very interesting question the other day by one of my surveying clients.  Apparently, she and her team, had been struggling, ever since they lost one of their biggest clients. I […]

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Telephone calls to prospective clients are just as important as they’ve always been

So, I was invited to attend an internal workshop recently, and I was amazed at the discussions that were taking place.  Julian, my long-standing coaching client, had arranged an internal workshop for three of his newest employees.  Julian, and his wife Nancy, […]

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Who makes the decisions?

Or, if we are trying to be more slightly more subtle, we ask:  ‘who is the decision-maker?’  This often is a really dumb question to ask.   Why? Because it rarely gets an honest answer!  By asking a prospective client:  “Are you […]

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