Stop Selling So Soon - The Counterintuitive Skill Your BD Team Needs
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Last week I ran a training with a business development team. Great people. Sharp, motivated, and proud of their work.
We were doing some roleplay exercises, having each person pretend to run a sales meeting as someone else, roleplaying as “the prospect”. And like most construction BD teams, the second the prospect showed a flicker of interest, they sprinted into a pitch—capabilities, past projects, safety stats, self-perform strengths—the whole highlight reel.
Here’s the hard truth I’ve learned: the longer you wait to pitch, the more likely you are to have a successful sales meeting (one where the prospect actually feels compelled to “buy”.
Two reasons:
You learn far more of the prospect’s real priorities, risks, and politics.
You make them eager to hear your solution—because it’s clearly about them, not you.
The fix isn’t fancy. It’s discipline. Ask excellent questions, listen like a pro, and earn the right to pitch at the end.
The 80/20 rule
Adopt a simple rule for your sales meetings: listen 80% / talk 20%. The goal is to be INTERESTED in them, not INTERESTING to them. An easy way to ensure you are urging the resist to pitch is to actually watch the clock. For example:
30-minute meeting: Don’t pitch until AT LEAST minute 20.
60-minute meeting: Don’t pitch until AT LEAST minute 45.
Everything before that is discovery. If you do this well, your final 10–15 minutes are the most efficient, compelling “pitch” you’ll ever deliver—because you’re simply reflecting their words back as a plan.
The choreography of a strong sales meeting
1) Open (2–3 min)
Thank them for the time, set a quick agenda, and ask for permission to drive with questions:
“Mind if I ask a few questions to make sure I understand what matters most before we share how we can help?”This one line buys you silence to learn.
2) Discovery (the majority)
Your job is to map the business case, technical drivers, and buying process—not to talk about yourself.
Ask, then shut up. Take notes. Use silence. People fill it with the good stuff.
3) Recap (2–3 min)
Summarize what you heard: the goals, constraints, risks, decision criteria, timeline, and success definition.
Get a nod. If they correct you, perfect—you’re still learning.
4) Tailored pitch (last 10–15 min)
Connect exactly to the recap. Three points only.
End with a crisp next step: site walk, stakeholder working session, or a short precon scope meeting.
A question set that works in construction
Use these verbatim or adapt them. The point is to slow down, go deeper, and earn a targeted pitch.
Context & outcomes
“What’s the real win here—six months after turnover, what makes this a success for you?”
“What problem are we solving for the business beyond the building?”
“If this slips, who feels the pain and how?”
Drivers & risks
“Which constraint is most likely to blow up the plan—design, permitting, supply chain, labor, or cash flow?”
“What’s your biggest fear based on the last time you did a project like this?”
“Where do change orders usually creep in on projects like this?”
Decision making
“Who else needs to love this for it to move forward, and what do they care about?”
“How will you choose a partner—what are the top three criteria?”
“What’s the approval path from today to notice to proceed?”
Budget & schedule
“What assumptions built the budget? Where is it most fragile?”
“What date is immovable, and why?”
“What contingency or alternatives are you already considering?”
Delivery approach
“How early do you want our precon team involved, and in what format?”
“Where would prefabrication help or hurt on this project?”
“What parts do you want self-performed versus bought out?”
Relationship & past experience
“When you’ve had a great GC/sub experience, what happened in week 2, month 2, and month 6?”
“What frustrated you on the last job that we should eliminate here?”
Close the discovery
“If we could de-risk the two items you named and protect your date, would that make us a front-runner?”
Why this works
The first reason this works is because of information density: When you hold the pitch, prospects keep talking. You learn the unwritten decision rules: political dynamics, pet risks, and what they’ll trade to hit a date.
Second, there is the feeling of contrast that the prospect experiences: Every competitor is already pitching by minute five. Your restraint feels different—and more professional.
Third is that your pitch will be highly relevant: By the end, your “pitch” is just a mirror: “You said A, B, and C. Here’s exactly how we’ll handle A, B, and C.”
Finally, this approach gives you more control: You shape the meeting without dominating it. That’s executive presence.
What to say when they ask you to pitch early
“Happy to. Would you mind if I learned a bit about your priorities first so I can tailor it? I don’t want to waste your time.”
If they insist, give a 60-second version and pivot: “I’ll keep it to the top line. Then I’d love to learn how this maps to what you’re solving for.”
Try this with your team this week
Run two role-plays:
30-minute prospect meeting with a strict no-pitch window until minute 20.
Recap drill: After 10 minutes of “prospect talk,” deliver a 45-second recap. If the “prospect” can’t say “that’s exactly right,” start over.
Your BD team will feel uncomfortable at first. That’s the point. The discipline to wait makes your final 10 minutes unbeatable—and it wins more work with less noise.
If your team struggles to resist the early pitch, I run focused workshops that build this muscle fast: question sets tailored to your markets, recap practice, and live call coaching. Reply if you want a short outline—we can set up a 90-minute session and get reps on the calendar.
Spark Notes:
Most construction BD teams pitch far too early, but the longer you wait, the more you learn—and the more compelling your final pitch becomes.
Holding the pitch creates space for prospects to reveal real priorities, risks, politics, and decision criteria while increasing their desire to hear your solution.
Strong sales meetings follow a disciplined choreography: open cleanly, spend the majority in deep discovery, recap crisply, and deliver a tailored, minimal pitch at the end.
Waiting to pitch gives you more information, more contrast from competitors, and more control—producing a tighter, more relevant close that consistently wins more work.
