Construction Sales: Selling Beyond Price and Chasing Prospects
BC Housing: 7 CPD Points
Description
Proven System for Predictable and Profitable Sales Outcomes
Price pressure, discounts, and chasing clients have become the norm in construction but they don't have to be.
This workshop gives contractors, estimators, project leaders, and business developers a practical, proven system to win more work without cutting margins.
Designed specifically for construction and related service industries, this one-day intensive workshop introduces a repeatable approach to selling that creates predictable growth and profitable outcomes. Participants learn how to manage the buyer–seller dynamic, set clear expectations, qualify opportunities early, and lead confident sales conversations that protect time, margin, and relationships.
Whether you are bidding, quoting, estimating, or building long-term client relationships, this workshop provides tools you can apply the very next day.
Key Learning Outcomes
By the end of this workshop, participants will be able to:
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Apply a proven sales system designed for construction environments to avoid discounting and protect margins.
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Understand and manage the Buyer–Seller Dynamic to stay in control of conversations without pressure or pushiness.
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Build trust quickly using construction-specific communication and questioning techniques.
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Set clear, mutual expectations using the Up-Front Contract - reducing rework, misunderstandings, and scope drift.
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Uncover true project motivations (“PAIN”) to qualify opportunities early and focus time on real buyers.
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Navigate budget and decision processes confidently and early in the discussion.
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Close more work collaboratively, with a simple, ethical, no-pressure approach that clients appreciate.
Facilitator Bio
Shams Hirani is the President of EleWin Consulting Inc. and leads Sandler Training across British Columbia. He works with contractors, trades, service companies, and manufacturers to build predictable, profitable sales performance using the globally recognized Sandler methodology.
With nearly 20 years of experience in sales, leadership, and business development, Shams has led high-performing sales teams and advised organizations on how to strengthen their sales culture, improve pipeline quality, and drive sustainable growth.
Known for his practical, energetic, and results-focused facilitation style, Shams connects easily with owners, estimators, project managers, field leaders, and sales teams. His sessions blend relatable construction and B2B examples with tools participants can apply immediately from qualifying opportunities and managing scope to protecting margins and building stronger client relationships.
Shams is passionate about helping construction professionals sell with confidence, navigate tough conversations, and build long-term, profitable partnerships.
Who Should Attend
Who Should Attend
This workshop is ideal for:
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Contractors and builders
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Estimators & project managers
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Business developers & account managers
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Sales professionals in construction, trades, and supply/service businesses
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Business owners and principals seeking stronger margins and predictable growth
If your role involves pricing projects, quoting work, winning clients, or communicating value, this workshop will give you a system that works.