Sales Excellence in Construction:
The Six Stages of the Selling Cycle
The Best Contractors Don't Just Build. They Sell.
In construction, most contractors think sales means showing up with a number and hoping it's low enough. It's not. The trades who grow — who land better clients, command better margins, and build books of business that sustain them through any market — understand that selling is a skill, and like any skill, it can be learned. This session walks through all six stages of the selling cycle with a framework built specifically for the trades: from finding the right prospects to closing the deal to keeping that client coming back. Don brings the psychology of selling into the field, stripping away the corporate sales-speak and replacing it with strategies that actually work when you're selling to developers, GCs, homeowners, and everyone in between.
Who Is This For?
This presentation is built for contractors, subcontractors, and trade business owners who are ready to stop leaving money on the table. Whether you're struggling to close, winning jobs but losing them on price, or just starting to build a real sales process for the first time, this session meets you where you are and moves you forward.
This presentation is available in two formats depending on your team's needs and schedule:
2-Hour Masterclass: A focused, high-impact session covering all six stages of the selling cycle. Built to deliver real tools your team can put to work immediately.
Full-Day Deep Dive: A comprehensive workshop that goes deeper into each stage with exercises, real-world scenarios, and time to work through your specific sales challenges as a team.
How to prospect smarter and qualify leads early, so you're spending your time on jobs and clients worth chasing
Presentation and positioning strategies that frame your value before price ever enters the conversation
How to handle objections and negotiate without discounting — and why most objections are really just unanswered questions
A closing framework that feels natural, not pushy, and relationship retention habits that turn one job into a long-term client
The sales mindset and persistence habits that separate contractors who grow from the ones who stay stuck
Ready to Bring Don to Your Event?