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Sales Essentials 5: What if the project's already gone to tender?

Have you placed a phone call only to find that the project has already gone to tender and you’ve missed the boat? It’s going to happen every four or five calls, but it doesn’t need to be a wasted call. Remember that sales is a long-term discipline. It’s about relationship building and trust.

Swallow the disappointment and wish them well with the job. Always respect a “no” answer when it’s given. Don’t argue or try to force your way in. That will only damage the prospects of future work.

See the bigger picture: sales is about cultivating relationships with work providers, not just winning individual jobs. A gracious response to a negative answer will win you respect, and afterwards you can ask about future job opportunities. If you’ve come across well, you will have got on the architect’s radar for next time. 

This article was kindly contributed by David Crick, MD of Contractors Marketing Services. You can read more in The Really Useful Guide To Construction Sales or see their construction sales special offers here.

See next Sales Essentials 6: Do I really need to do follow-up calls?

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