In a field like construction, where sales are complex, high-stakes, and often misunderstood, success depends less on competition on pricing and more on strategic engagement, early involvement, and paying attention and understanding the needs of the client. 

Meet Matthew Neuberger, a prominent figure in the business world who is an expert in business development, specializing in executive sales consultation and sales productivity training. As a dynamic presenter and trainer, he helps industry leaders to articulate successful management, sales, and prospecting strategies. Focusing on businesses that are ready to rise above the low-bid mentality, his approach integrates strategic guidance, stakeholder alignment, and practical tools, allowing contractors to win more sustainable, profitable projects. He joined us today to talk about how contractors can break free from low-bid traps.

 

HIGHLIGHTS

[01:58] From low-bid work to high-value projects. 

[05:43] Time shift in sales process. 

[12:16] Abundance vs. scarcity mentality. 

[18:27] Parent, adult, and child framework. 

[21:54] The importance of setting clear expectations. 

[27:56] Understanding the decision-making process. 

[34:41] Asking better questions. 

[41:48] The importance of face-to-face communication. 

[43:52] The ability to read what’s not being said. 

[47:45] The need for sales people to be good listeners.

 

RESOURCES

Connect with Matt Neuberger

LinkedIn - linkedin.com/in/neubergerco/ 

Website - go.sandler.com/neuberger/ 

 

90-Day High-Performance Dashboard

You can't afford to let your people drift.

To drive real performance, you must coach with clarity and purpose.

 

Use the 90-Day High-Performance Dashboard to:

• Get clear on what matters most.

• Drive focused action and accountability.

• Strengthen trust and deepen relationships.

 

Success doesn't happen by accident.

It happens when leaders coach with precision and consistency.

Download the 90-Day High-Performance Dashboard here: https://www.constructiongenius.com/high-performance-in-a-new-role

Coach your team toward real results — one conversation at a time.

 

 

Resources to Help You Win in Construction

📖 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!