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How to Win Negotiated Projects in Construction Without Competing on Price

Construction Genius

Release Date: 05/27/2025

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If you’re serious about winning more work, building trust with clients, and leading your sales team with confidence, let’s talk.

I’m offering a free 10-minute call to help you pinpoint exactly where your sales process is breaking down—and what to do about it.

👉 Book your 10-minute call here: https://10minuteswitheric.youcanbook.me/

Don’t wait for the phone to ring. Let’s get proactive, strategic, and focused on what actually works in construction sales.

Winning negotiated projects in construction isn’t about cutting into your profit; it’s about cultivating trust, clear communication, and placing yourself as the partner of choice. The shift from estimation to strategic selling is essential in contexts where relationships, consistency, and confidence are important. Success comes with recognizing the right moments to connect with decision-makers, tapping into your team’s capabilities, and advocating for what you need with confidence, proving that you possess qualities beyond just being a contractor but a trusted partner who brings solutions and lasting value to the table.  

In this week’s solo episode, Eric explains how to win negotiated projects without competing on price. From overcoming the reluctance to call to prospecting expertly, leveraging team selling, and conquering reciprocal exchange, Eric breaks down the behaviors and mindset shifts that make high-performing builders stand out. Join Eric if you are ready to start winning work by leading with value, confidence, and connection. 

HIGHLIGHTS

[01:53] Prospecting and closing in construction.

[03:18] Overcoming the reluctance to call. 

[05:11] Alignment, commitment, and consistent effort.

[08:05] Dealing with ghosting in sales. 

[12:22] Proactive vs. reactive approach in sales. 

[15:05] The psychology of reciprocity. 

[17:00] Actionable steps to improve the sales experience. 

 

What You’ll Learn:

  • Why price isn’t the reason you’re losing negotiated bids

  • The 5 critical sales behaviors every construction professional must master

  • How to overcome call reluctance and become a proactive prospector

  • The power of quid pro quo and the psychology of reciprocation

  • Why “Kings talk to Kings” is a sales mindset game-changer 

  • How to align your internal team for effective, team-based selling

RESOURCES

Construction Genius Book (Chapters 11 & 12 on Sales & Marketing): https://a.co/d/hNZ3sxV

Schedule a quick call with Eric and discover how he can help you sell successfully: https://10minuteswitheric.youcanbook.me/

 

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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