In the competitive world of construction, knowing how to sell is not enough. Chad Prinkey, CEO of a Baltimore-based consulting firm, shares his insights on the difference between knowledge and competencies. While he may be well-versed in hockey, his personal experience highlights that having knowledge does not equate to being proficient in execution. This analogy extends to sales professionals who must continuously refine their skills to excel. Prinkey outlines essential competencies for successful salespeople in the construction industry, emphasizing the importance of practice and development beyond mere theoretical understanding.

The Key to Sales Success in Construction: Developing Essential Competencies

In the bustling city of Baltimore, Chad Prinkey leads Well Built Construction Consulting, a firm dedicated to helping executives enhance their strategic approach. Drawing from his extensive background in hockey, Prinkey reflects on the disparity between possessing knowledge and mastering practical skills. Despite his deep understanding of hockey, his abilities have diminished over time as family and business responsibilities took precedence. This realization underscores the distinction between knowledge and competencies—skills honed through consistent practice and application.

To thrive in construction sales without relying solely on low bids, professionals must cultivate several critical competencies:

• Creating Comfort: The ability to establish a positive rapport and read social cues effectively.
• Situational Awareness: Recognizing and interpreting verbal and non-verbal signals to adapt one's behavior.
• Questioning, Listening, and Challenging: Skillfully extracting valuable information while maintaining respectful interactions.
• Business Acumen: Leveraging gathered data to craft compelling sales strategies.
• Presenting with Impact: Delivering persuasive messages that resonate with the audience.
• Securing Commitments: Gaining reliable commitments at each stage of the sales process.

Prinkey stresses that practice is indispensable. Just as top athletes like Saquon Barkley, Patrick Mahomes, and Wayne Gretzky dedicate time to refining their skills, sales professionals must commit to continuous improvement. Even those naturally gifted can elevate their performance through deliberate practice, ensuring they remain competitive and effective in their roles.

Ultimately, Prinkey cautions against relying on low bids or passive skill development methods. Instead, he advocates for active engagement in skill-building activities to maximize potential and achieve greater success in construction sales.

From this insightful exploration, it becomes clear that true mastery lies in bridging the gap between knowledge and practical competence. For sales professionals in any field, especially construction, the message is unequivocal: practice diligently, refine your skills, and embrace continuous learning to stand out and succeed. By doing so, they can transform their expertise into tangible results, making a lasting impact on their careers and the industry.