Construction and Installation Sales Training: From Submitting a Quote to Winning a Quote

Construction and installation sales training: sales training for project sales and quotes

Sending a quote is one thing. Winning it is another. In construction and installation a lot of work goes to the cheapest bidder, because nobody has the conversation about what the client really needs. In this sales training your team learns to follow up quotes, find the real decision maker and sell on value instead of price. From the best sales trainer in the Netherlands 2025. See also sales training by industry.

Does this sound familiar?

• Many quotes go out, but too few come back as projects.
• After sending a quote, it goes quiet.
• The client puts three quotes side by side and picks the cheapest.
• Your technicians are at the client's site, but miss the chance of extra work.
• You talk to the contractor or the resident, but not to the person who decides.

How many of your quotes from the last quarter are still open?

Why a separate sales training for your industry?

In construction and installation the client is often a developer, contractor, owners' association or homeowner. Each has a different interest. There is a lot of tendering and comparing. If you only send a price, you only compete on price. If you have the conversation before you calculate, you make the difference.

What your team will learn

The training is based on my 12 sales techniques and 11 scientific topics. I tailor the examples and role-plays to your market.

Ask first, then calculate

Your team maps wishes, budget and timeline before it makes a quote.

Following up and closing quotes

A follow-up call with a purpose, which ends with a decision or a concrete next step.

Turning price pressure around

You show where the difference lies in quality, warranty and risk, instead of giving away your margin.

Finding the decision maker

You recognise who decides: client, contractor, advisor or resident.

Extra work and follow-up projects

Your technicians recognise opportunities at the client's site and know how to raise them.

Trained with your own practice

Think of a quote for an installation project that has been open for weeks. A client who says a competitor is ten percent cheaper. Or a technician who sees at a client's site that more needs doing than the job. We practise situations like these from your own practice in role-plays.

Who would not want their team to sound different on the phone and at the table the day after the training?

What does it deliver?

• More quotes that turn into projects.
• Fewer discounts under price pressure.
• More extra work and follow-up projects.
• Following up quotes becomes a fixed habit.

Who is this training for?

• For the project salesperson and estimator: You have the conversation before you calculate, and you follow up your quotes with a purpose.
• For the installer or technician in contact with clients: You recognise opportunities for extra work and raise them without being pushy.
• For the sales manager or operations manager: A higher win rate on quotes, with one approach for the whole team.
• For the director or owner: More projects at a better margin, from the same requests.
• For HR and learning: One point of contact, a fixed price and payment on invoice. You measure the level beforehand with the pre-assessment and the results with the post-assessment.

Looking for a training for one role? Choose the field sales training, inside sales training or the telephone sales and cold calling training. Is it about one employee, or your whole team?

Which training format suits your team?

In-company: at your own location

I come to you and train your team with cases from your own practice. €1,875 excl. VAT for up to 6 people. Each extra participant costs €312.50, up to a maximum of €3,750 for 12 people. Travel costs: €50 excl. VAT per day, anywhere in the Netherlands. We agree the times together. See the in-company sales training.

Dedicated: your team, at my location

Your team trains exclusively at one of my 12 training locations. From €2,175 excl. VAT for 6 people, including venue and lunch. See the dedicated sales training.

Classroom or online: for one or two employees

Want to train one employee first? Then the classroom sales training (€695 excl. VAT per person) or the live online sales training (€495 excl. VAT per person) is a logical start. These trainings are not industry-specific. You bring your own practice.

You pay on invoice. The telephone intake beforehand, with a written report, is free of charge. The training is also available in English, delivered by Kyle, my native English trainer.

Frequently asked questions about construction and installation sales training

Is this training suitable for technicians and installers?

Yes. They are at the client's site most often. I teach them to recognise and raise opportunities, without having to become salespeople.

Does this also work for tenders?

In a public tender there is little room for conversation. In private requests and residential projects, the conversation beforehand makes the difference.

Does this work for business and residential clients?

Yes. The approach is the same. I tailor the cases to your clients.

Can this training be delivered in-company?

Yes. I come to you and tailor the training to your products, clients and goals. We agree the times together.

What results can I expect?

That depends on your team's starting level. That is why you measure it. Beforehand with the pre-assessment, one month later with the post-assessment. That way you see the growth per topic.

Still in doubt?

In our industry everything is about price.

Only if you only talk about price. If you first ask what matters to the client, you compete on more than the lowest amount.

Is it worth the investment?

Do the maths yourself. Does one extra closed deal per salesperson bring more margin than the training costs? Then it pays for itself straight away.

What happens after your request?

1. Free telephone intake. We discuss your market, your team and your goals. You receive a written report.
2. Baseline. Optionally, your team measures its level beforehand with the pre-assessment.
3. The training. With cases from your own practice, on a date that suits you.
4. Measuring results. One month later you measure the growth with the post-assessment. The e-learning and my digital twin make it stick.

Other industries

See also the technology and industry sales training, the ICT, software and SaaS sales training, the wholesale and distribution sales training and the professional services sales training. Is your industry not listed? See sales training by industry.

Take the first step today

"The training was well-structured, highly practical, and filled with useful tips that can be applied immediately."
Stano J., on Google

Where are you now: exploring, comparing or ready to start? Already know what you need? Request a quote directly. Want to talk it through first? Book a free advisory call. Or take the free sales intake test and find out where your team stands today. Participants rate my trainings 4.9 on Google, and I have worked for more than 400 organisations.

Questions? Sophie is available 24/7

See the icon at the bottom right? That is Sophie, my digital assistant. Ask her about the training, the formats or the prices, and get an answer right away. Prefer to talk in person? Call +31 36 2340501, email [email protected] or read the frequently asked questions.