Jiu-Jitsu Selling: How to Flow with Resistance and Close Big Deals in Construction

Sales isn’t about brute force—it’s about strategy, adaptability, and control. Just like in jiu-jitsu, the best salespeople don’t fight resistance head-on; they flow with it, turning objections into opportunities. In this episode of Construction Genius, Sean Ginsburg breaks down how to apply combat sports principles to high-ticket construction sales. From mindset to execution, this conversation will help you close more deals, build stronger relationships, and dominate your market.

🔑 Key Takeaways

🥋 Position Before Submission: Controlling the Sale

• The best closers don’t chase deals—they control conversations by asking the right questions.

• High-ticket sales require patience and positioning—just like setting up a submission in jiu-jitsu.

• If you don’t control the negotiation, you will get submitted.

💪 Handling Rejection Like a Fighter

• Expect resistance—just like in training, you’re going to get “choked out” before you learn how to win.

• Repeated rejection isn’t failure; it’s feedback. Train, drill, and refine your approach.

• Objections are a sign of interest, not rejection. Lean into them and use them to strengthen your pitch.

♟️ Sales Is Chess, Not Checkers

• Selling a construction project is a long-term game—every move must be strategic.

• Follow-up is the ultimate weapon—80% of sales happen between the 5th and 12th contact.

• The best salespeople own their industry—they don’t just pitch; they educate, advise, and lead.

🛠️ The 7 Non-Negotiables for Closing a Deal
1️⃣ Decision makers in the room—don’t waste time with people who can’t say “yes.”
2️⃣ They have the money—qualify your prospects upfront.
3️⃣ They believe in the product—if they don’t, your pitch needs work.
4️⃣ They trust you—conviction and credibility close deals.
5️⃣ They’re confident in your company—show them you can deliver.
6️⃣ A clear written offer—remove ambiguity.
7️⃣ Urgency to buy—without urgency, deals stall indefinitely.

🚀 Mastering the Art of the Close

• Salespeople kill deals, not prospects. If a deal isn’t closing, look in the mirror.

• Most salespeople hear objections and panic. The best slow down, ask deeper questions, and uncover the real issue.

• Every sales conversation is a series of moves—just like rolling in jiu-jitsu, you need to anticipate and counter with precision.

📈 The 3 Daily Habits of Elite Salespeople
1️⃣ Train like a fighter—role-play, rehearse, and refine your craft every day.
2️⃣ Build an unstoppable pipeline—if your pipeline is full, you’ll never be desperate.
3️⃣ Follow up like your career depends on it—because it does.

🔥 Your Next Step
Apply these principles for the next 12 months, and watch your sales numbers transform. It’s not about being slick—it’s about being strategic.

 

🔗 Connect with Sean Ginsburg
📱 Instagram: https://www.instagram.com/sean.ginsburg/

LinkedIn: https://www.linkedin.com/in/seanginsburg/

 

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Resources to Help You Win in Construction

📖 Construction Genius Book – No B.S., practical, hands-on leadership, strategy, sales, and marketing advice for construction companies. Click this link to buy the book on Amazon: https://www.amazon.com/Construction-Genius-Effective-Hands-Leadership/dp/B0BHTRDY1T/

🎯 The Shift: Move from Project Builder to People Leader – Master the leadership skills you need to succeed in construction. Click this link to learn more and enroll: https://theshift.constructiongenius.com/

☎️ Book a 10-Minute Call with Eric Anderton – If you want to discuss how I can help you coach your leaders, let’s connect. Book a 10-minute conversation here: https://10minutes.youcanbook.me/

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