Sales isn’t about brute force—it’s about strategy, adaptability, and control. Just like in jiu-jitsu, the best salespeople don’t fight resistance head-on; they flow with it, turning objections into opportunities. In this episode of Construction Genius, Sean Ginsburg breaks down how to apply combat sports principles to high-ticket construction sales. From mindset to execution, this conversation will help you close more deals, build stronger relationships, and dominate your market.

🔑 Key Takeaways

🥋 Position Before Submission: Controlling the Sale

• The best closers don’t chase deals—they control conversations by asking the right questions.

• High-ticket sales require patience and positioning—just like setting up a submission in jiu-jitsu.

• If you don’t control the negotiation, you will get submitted.

💪 Handling Rejection Like a Fighter

• Expect resistance—just like in training, you’re going to get “choked out” before you learn how to win.

• Repeated rejection isn’t failure; it’s feedback. Train, drill, and refine your approach.

• Objections are a sign of interest, not rejection. Lean into them and use them to strengthen your pitch.

♟️ Sales Is Chess, Not Checkers

• Selling a construction project is a long-term game—every move must be strategic.

• Follow-up is the ultimate weapon—80% of sales happen between the 5th and 12th contact.

• The best salespeople own their industry—they don’t just pitch; they educate, advise, and lead.

🛠️ The 7 Non-Negotiables for Closing a Deal
1️⃣ Decision makers in the room—don’t waste time with people who can’t say “yes.”
2️⃣ They have the money—qualify your prospects upfront.
3️⃣ They believe in the product—if they don’t, your pitch needs work.
4️⃣ They trust you—conviction and credibility close deals.
5️⃣ They’re confident in your company—show them you can deliver.
6️⃣ A clear written offer—remove ambiguity.
7️⃣ Urgency to buy—without urgency, deals stall indefinitely.

🚀 Mastering the Art of the Close

• Salespeople kill deals, not prospects. If a deal isn’t closing, look in the mirror.

• Most salespeople hear objections and panic. The best slow down, ask deeper questions, and uncover the real issue.

• Every sales conversation is a series of moves—just like rolling in jiu-jitsu, you need to anticipate and counter with precision.

📈 The 3 Daily Habits of Elite Salespeople
1️⃣ Train like a fighter—role-play, rehearse, and refine your craft every day.
2️⃣ Build an unstoppable pipeline—if your pipeline is full, you’ll never be desperate.
3️⃣ Follow up like your career depends on it—because it does.

🔥 Your Next Step
Apply these principles for the next 12 months, and watch your sales numbers transform. It’s not about being slick—it’s about being strategic.

🔗 Connect with Sean Ginsburg
📱 Instagram: https://www.instagram.com/sean.ginsburg/

LinkedIn: https://www.linkedin.com/in/seanginsburg/

📖 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/

🎧 Subscribe & Share
If this episode hit home, share it with your sales team. And don’t forget to leave a review—it helps more construction leaders find Construction Genius!

Kevin Kennon is an internationally renowned architect with over 40 years of experience, specializing in environmentally sustainable and innovative design. As the founder and CEO of Beyond Zero DDC Inc., Kevin leads the development of zero-carbon emission luxury eco-resorts in remote wilderness locations worldwide, merging design excellence with ecological responsibility. His extensive portfolio includes projects like the 1.5 million square foot Barclays North American Headquarters, the Rodin Museum in Seoul, and multiple award-winning Bloomingdale’s stores. Additionally, he led United Architects, a finalist in the prestigious World Trade Center design competition, further solidifying his impact on architectural innovation.

Kevin’s expertise spans adaptive reuse, urban planning, and large-scale developments, with projects featured in the permanent collection of MoMA, New York. He has earned over 40 international design awards and is a sought-after thought leader, contributing to discussions on urban development, climate change, and sustainable architecture. His work extends beyond architecture; as an expert witness and lecturer at leading institutions like Yale and Columbia, he brings a multidisciplinary approach to his craft.

🎙 What You’ll Learn in This Episode

• How Kevin’s upbringing and exposure to architecture from a young age influenced his career path.

• The unexpected ways literature and anthropology have shaped modern architectural thought and Kevin’s personal design philosophy.

• The key characteristics that define good architecture and how it impacts urban environments and the people who inhabit them.

• Why community-driven design is essential in making architecture more inclusive and meaningful for residents.

• How modern sustainability efforts, technology, and AI are changing the way architects approach design.

• The shift towards collaboration in construction and why architects and contractors must work together more effectively.

💡 Key Takeaways

1. Architecture is More Than Just Aesthetic – Great architecture isn’t just about how a building looks, but how it functions, impacts the community, and integrates with its surroundings.

2. Sustainability Must Go Beyond Surface-Level Solutions – True green architecture requires deeper innovation than just adding vegetation to a building’s exterior.

3. Collaboration is the Future – The adversarial nature of traditional construction practices is being replaced by a more cooperative approach that benefits all stakeholders.

4. Technology is Reshaping Architecture – AI and robotics are set to revolutionize design and construction processes, demanding a shift in how architects and builders work.

📚 Resources:

Connect with Kevin:

LinkedIn: https://www.linkedin.com/in/kevinkennonarchitect

Website: https://www.kdcaia.com

YouTube: https://www.youtube.com/@kevinkennonarchitects1041

Restaurant Recommendation: https://www.viacarota.com

📘 Ready to Lead Smarter? Check out Eric’s book, Construction Genius: Effective, Hands-On, Practical, Simple, No-BS Leadership, Strategy, Sales, and Marketing Advice for Construction Companies. It’s packed with insights to help you tackle the unique challenges of construction leadership. Get your copy here.

🎓 Want to Level Up Your Leadership? Explore The Shift: Move from Project Builder to People Leader. This hands-on course helps construction professionals master leadership skills like productivity, conflict resolution, and team management. Learn more about the course here.

📞 Interested in Coaching? Book a 10-minute call with Eric to explore how his coaching for construction executives can help you and your business thrive. Schedule your call now.