Equity Builder: Sales Focus

EAP Construction Sales Coaches focus on developing the sales competencies of residential and commercial business development teams; including salespeople, sales managers, project managers, and estimators.

We Identify, Discuss, and Solve Issues Related To:

Training & Skill Development

  • We conduct onsite workshops on construction-specific sales techniques, including how to present proposals effectively, explain technical specifications to non-technical clients, and handle objections about cost, timeline, or scope.

  • We teach relationship-building skills essential for long-term client retention in an industry where projects span months or years.

Role Playing & Practice

  • We facilitate regular practice sessions that simulate real scenarios like prospecting, qualifying, negotiating change orders, or explaining cost overruns.

  • We create realistic scenarios involving architects, general contractors, residential homeowners, HOA boards, commercial property owners, and municipal officials that salespeople encounter.

Performance Analysis

  • We review sales metrics, win rates, and pipeline health to identify areas for improvement.

  • We analyze lost opportunities to understand common failure points and develop strategies to address them.

Managing Customer Relationships

  • Our training focuses on maintaining relationships throughout project lifecycles and developing strategies for securing repeat business and referrals, which are crucial revenue sources in construction.

Sales Process Optimization

  • We analyze and improve the sales funnel from lead generation through contract signing. This includes refining qualification criteria for prospects, standardizing proposal formats, and establishing follow-up protocols.

  • We help sales teams develop efficient systems for tracking opportunities and managing the lengthy decision-making cycles common in construction.

Individual Coaching

  • We establish the framework for one-on-one sessions address specific challenges each team member faces, whether it's improving technical communication, building confidence in high-stakes presentations, or developing strategies for specific market segments like commercial, residential, or public works projects.