Trade Sales Made Simple: For Trade, Construction & Industry Leaders

Hosted by Ben Wright

Business Management

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Episodes

263

Latest episode

Aug 2026

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About the show

Are you finding it hard to grow Sales, but know it needs to happen to succeed long-term? This show helps 7-8 figure Industry, Construction & Trade Sales and Business Leaders finally end the stress of inconsistent Sales, by simplifying their Sales Systems so they can close more deals and grow faster. Listen to discover: -Exactly where you’re going wrong with your Sales Process and why it’s holding back conversions. -The steps you can take to consistently grow your Sales. -How you can lead long-term Sales growth for your team or business, without the worry that Sales will drop-off when you’re not involved in every deal. Over the last 20 years, your host Ben Wright has been building (and exiting) businesses with a focus on fast Sales growth and team development. Every Monday, Wednesday and Friday we drop bite-sized podcasts focused on Sales, Leadership and Sales Process growth to help our listeners grow their Sales. If you’re ready to grow, start by listening to Episode 191(a fan favourite), and keep listening from there. Episode 191: https://open.spotify.com/episode/142tG4HqqMNvZV1QLxlziw?si=17acc3327a8d4441

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60 recent

September 10, 20268 min

E268: Customer Ghosting You After The Quote? 3 Ways to Win Them Back

Are your follow-ups accidentally making it easy for great prospects to disappear? Ghosting can turn promising quotes and near-wins into frustrating lost opportunities. This episode shares practical ways to break through the usual pattern of emails and phone calls, re-engage customers, and give those 50–50 deals a better chance of moving forward. In this episode you'll discover: How to use pattern interrupts to capture the attention of customers who have gone quiet. Why getting face-to-face, sending a quick video, or using a voice message can re-engage prospects more effectively than another standard follow-up. How changing the timing and format of your follow-up can help you connect with busy customers and recover more potential sales. Play this episode to discover simple, practical ways to re-engage ghosted prospects and turn more of those missed opportunities into closed deals. New episodes every Monday, Wednesday and Friday. Take our Free Quote Quiz now to Kickstart Your Sales Growth: https://quiz.typeform.com/to/ByHoaj2b Sales & Marketing Workshops with Ben Wright: https://space.1111studios.com.au/workshops-waitlist To see how we’ve helped business grow their sales: Read Client Results Watch Testimonials Or email Ben if you would like to get in touch: hello@strongersalesteams.com This podcast helps the entrepreneur , founder , CEO , and business owner in the trade, construction and industry segments, regain focus , build confidence , and achieve measurable results through powerful sales training , effective sales strategy , and expert sales coaching —guiding every sales leader , sales manager , and sales team in mastering the sales process , optimizing the sales pipeline , and driving business growth while fostering leadership , balance , and freedom amidst overwhelm , stress , and potential burnout , creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes , proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams , improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

September 8, 20266 min

E267: $123K Net Profit in 1 Month With 1 Salesperson - You Can Do It Too

What if growing your profit wasn’t about chasing more customers—but getting clearer on exactly who you should serve, who you should say no to, and how you consistently win the right deals? Many trade and service businesses believe growth means taking every opportunity that comes through the door. But this episode explores how one business built its way to a six-figure net profit month with just one salesperson by becoming more selective, more disciplined, and more consistent in how it approaches sales. In this episode you'll discover: How getting clear on the customers you’re most likely to win—and who are also most profitable—can help you grow without simply quoting more work. Why learning where not to play and confidently saying no to the wrong opportunities can free up resources for the customers you serve best. How a simple, repeatable sales process built around speed, value and consistency can help turn the right opportunities into stronger results. Play this episode to discover the three focused changes that helped one trade business build towards a six-figure net profit month—and how you can apply the same thinking to your business. New episodes every Monday, Wednesday and Friday. Take our Free Quote Quiz now to Kickstart Your Sales Growth: https://quiz.typeform.com/to/ByHoaj2b Sales & Marketing Workshops with Ben Wright: https://space.1111studios.com.au/workshops-waitlist To see how we’ve helped business grow their sales: Read Client Results Watch Testimonials Or email Ben if you would like to get in touch: hello@strongersalesteams.com This podcast helps the entrepreneur , founder , CEO , and business owner in the trade, construction and industry segments, regain focus , build confidence , and achieve measurable results through powerful sales training , effective sales strategy , and expert sales coaching —guiding every sales leader , sales manager , and sales team in mastering the sales process , optimizing the sales pipeline , and driving business growth while fostering leadership , balance , and freedom amidst overwhelm , stress , and potential burnout , creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes , proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams , improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

September 6, 202611 min

E266: 3 Qualities of Great Sales Leaders

What separates a great salesperson from a great sales leader—and could one shift in your leadership style amplify the performance of your entire team? Being successful at selling doesn’t automatically mean leading a sales team comes naturally. Great sales leaders need to understand the impact of their energy, focus their teams on what happens next rather than what went wrong, and create an environment where people can take ownership of improving their performance. In this episode you'll discover: How the energy and consistency you bring as a leader can influence trust, motivation and the way your team responds to challenges. Why shifting from a backward-looking focus to a forward-focused approach can help your team spend more time finding solutions and improving results. How using a coaching framework can help your team take greater ownership of their challenges, opportunities and next steps. Play this episode to discover three practical leadership qualities that can help you become a more effective sales leader and amplify the results of your entire team. New episodes every Monday, Wednesday and Friday. Take our Free Quote Quiz now to Kickstart Your Sales Growth: https://quiz.typeform.com/to/ByHoaj2b Sales & Marketing Workshops with Ben Wright: https://space.1111studios.com.au/workshops-waitlist To see how we’ve helped business grow their sales: Read Client Results Watch Testimonials Or email Ben if you would like to get in touch: hello@strongersalesteams.com This podcast helps the entrepreneur , founder , CEO , and business owner in the trade, construction and industry segments, regain focus , build confidence , and achieve measurable results through powerful sales training , effective sales strategy , and expert sales coaching —guiding every sales leader , sales manager , and sales team in mastering the sales process , optimizing the sales pipeline , and driving business growth while fostering leadership , balance , and freedom amidst overwhelm , stress , and potential burnout , creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes , proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams , improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

September 3, 20267 min

E265: If You Don't Make Time to Follow Up You're Losing Easy Sales

Are you losing easy sales simply because your follow-up process leaves too much to chance? You’ve done the hard work of generating the lead, meeting the customer, understanding their needs and preparing the quote—but those 50/50 deals can still disappear if there’s no clear plan for what happens next. In this episode, you’ll learn how to create a more intentional follow-up process that keeps customers engaged and gives you a better chance of winning the deals that could go either way. In this episode you'll discover: How agreeing on specific next steps before you leave can make follow-up more effective and reduce the chances of customers going cold. Why giving customers something meaningful to consider between conversations keeps them engaged in the decision-making process. How setting a clear agenda for the next conversation can help you uncover what the customer likes, what they want changed and what needs to happen to move the deal forward. Play this episode to discover a simple follow-up framework that can help you win more of the 50/50 deals you’ve already worked hard to earn. New episodes every Monday, Wednesday and Friday. Take our Free Quote Quiz now to Kickstart Your Sales Growth: https://quiz.typeform.com/to/ByHoaj2b Sales & Marketing Workshops with Ben Wright: https://space.1111studios.com.au/workshops-waitlist To see how we’ve helped business grow their sales: Read Client Results Watch Testimonials Or email Ben if you would like to get in touch: hello@strongersalesteams.com This podcast helps the entrepreneur , founder , CEO , and business owner in the trade, construction and industry segments, regain focus , build confidence , and achieve measurable results through powerful sales training , effective sales strategy , and expert sales coaching —guiding every sales leader , sales manager , and sales team in mastering the sales process , optimizing the sales pipeline , and driving business growth while fostering leadership , balance , and freedom amidst overwhelm , stress , and potential burnout , creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes , proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams , improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

September 1, 20268 min

E264: He Hated Networking, But This 1 Change Took out the Stress and Grew Sales

What if one simple change to the way you approach networking could turn an event you dread into a reliable source of quality sales leads? If networking feels awkward, stressful, or like a waste of valuable time, the problem may not be networking itself—it may be the lack of a clear plan. Preparing before you walk through the door can help you focus on the right people, start better conversations, and get far more value from every event you attend. In this episode you'll discover: How to walk into networking events with a clear target list and a specific purpose, rather than wondering who to approach. How to reduce the anxiety and uncertainty that can make networking uncomfortable by giving yourself a simple game plan. How to generate higher-quality sales opportunities by deliberately connecting with the businesses and people most likely to become valuable customers or referral partners. Play the episode to discover how a simple preparation strategy can make networking less stressful and help you turn more events into quality sales opportunities. New episodes every Monday, Wednesday and Friday. Take our Free Quote Quiz now to Kickstart Your Sales Growth: https://quiz.typeform.com/to/ByHoaj2b Sales & Marketing Workshops with Ben Wright: https://space.1111studios.com.au/workshops-waitlist To see how we’ve helped business grow their sales: Read Client Results Watch Testimonials Or email Ben if you would like to get in touch: hello@strongersalesteams.com This podcast helps the entrepreneur , founder , CEO , and business owner in the trade, construction and industry segments, regain focus , build confidence , and achieve measurable results through powerful sales training , effective sales strategy , and expert sales coaching —guiding every sales leader , sales manager , and sales team in mastering the sales process , optimizing the sales pipeline , and driving business growth while fostering leadership , balance , and freedom amidst overwhelm , stress , and potential burnout , creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes , proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams , improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

August 30, 20267 min

E263: How to take the Stress out of Prospecting and Rely less on Marketing Agencies

What if you could grow your business by 25% without generating a single additional lead? Most business owners believe their biggest sales problem is not having enough leads, but the real opportunity may be getting more from the leads they already have. By understanding which lead-generation channels actually produce customers, focusing on what you're naturally good at, and doubling down on what works, you can reduce the stress and cost of prospecting while improving your close rate and growing your business. In this episode you'll discover: How to identify the lead-generation channels that are actually producing your best customers. Why understanding what you're good at can help you choose more effective ways to generate opportunities. How narrowing your focus to two or three high-performing lead-generation activities can help you close more deals without simply chasing more leads. Play the episode to learn how to generate better leads, close more of the opportunities you already have, and potentially grow your business by 25% without increasing your lead volume. New episodes every Monday, Wednesday and Friday. Take our Free Quote Quiz now to Kickstart Your Sales Growth: https://quiz.typeform.com/to/ByHoaj2b Sales & Marketing Workshops with Ben Wright: https://space.1111studios.com.au/workshops-waitlist To see how we’ve helped business grow their sales: Read Client Results Watch Testimonials Or email Ben if you would like to get in touch: hello@strongersalesteams.com This podcast helps the entrepreneur , founder , CEO , and business owner in the trade, construction and industry segments, regain focus , build confidence , and achieve measurable results through powerful sales training , effective sales strategy , and expert sales coaching —guiding every sales leader , sales manager , and sales team in mastering the sales process , optimizing the sales pipeline , and driving business growth while fostering leadership , balance , and freedom amidst overwhelm , stress , and potential burnout , creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes , proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams , improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

August 27, 202610 min

E262: If You Treat Every Customer the Same Your Sales Won't Grow Fast Enough

Are you treating every prospect the same—even though some are ready to buy, some are just looking, and others have already bought from you? Not every lead needs the same sales approach. When you treat a prospect who is simply researching the same way as someone ready to make a decision, you risk pushing too hard or completely forgetting customers who could buy from you again. By recognising where each prospect is in their journey, you can spend your time more effectively and generate more value from your existing customer base. In this episode you'll discover: How to identify and nurture “seedling” prospects who are just looking so you can build trust and create future sales. How to recognise customers who are ready to buy and give them the speed and attention they need to get the deal done. How to keep your mature customer relationships growing through repeat business, maintenance, and referrals instead of letting valuable opportunities become forgotten. Play the episode to learn how to tailor your sales approach to each type of prospect so you can close more deals, build a healthier pipeline, and get more value from every customer. New episodes every Monday, Wednesday and Friday. Take our Free Quote Quiz now to Kickstart Your Sales Growth: https://quiz.typeform.com/to/ByHoaj2b Sales & Marketing Workshops with Ben Wright: https://space.1111studios.com.au/workshops-waitlist To see how we’ve helped business grow their sales: Read Client Results Watch Testimonials Or email Ben if you would like to get in touch: hello@strongersalesteams.com This podcast helps the entrepreneur , founder , CEO , and business owner in the trade, construction and industry segments, regain focus , build confidence , and achieve measurable results through powerful sales training , effective sales strategy , and expert sales coaching —guiding every sales leader , sales manager , and sales team in mastering the sales process , optimizing the sales pipeline , and driving business growth while fostering leadership , balance , and freedom amidst overwhelm , stress , and potential burnout , creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes , proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams , improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

August 25, 20267 min

E261: They Changed How They Quoted to Close More Deals on the Spot

What if you could increase your close rate by 10% simply by changing how you prepare for and deliver your quotes? Quoting on the spot can feel impossible for many trade businesses, but small changes to your sales process can make it much easier. By better qualifying customers before you arrive, preparing your quote in advance, and creating a more engaging experience on site, you can reduce delays, keep customers engaged, and give yourself a much better chance of getting the deal done while their interest is at its peak. In this episode you'll discover: How better qualification before the site visit can prepare customers to make a decision when you arrive. How pre-filling your quotes can eliminate admin delays and make quoting on the spot much faster. How using samples, swatches, brochures, or physical products can keep customers engaged and help them confidently move toward a decision. Play the episode to discover how you can make quoting on the spot easier, faster, and more effective so you can close more deals without working longer hours. New episodes every Monday, Wednesday and Friday. Take our Free Quote Quiz now to Kickstart Your Sales Growth: https://quiz.typeform.com/to/ByHoaj2b Sales & Marketing Workshops with Ben Wright: https://space.1111studios.com.au/workshops-waitlist To see how we’ve helped business grow their sales: Read Client Results Watch Testimonials Or email Ben if you would like to get in touch: hello@strongersalesteams.com This podcast helps the entrepreneur , founder , CEO , and business owner in the trade, construction and industry segments, regain focus , build confidence , and achieve measurable results through powerful sales training , effective sales strategy , and expert sales coaching —guiding every sales leader , sales manager , and sales team in mastering the sales process , optimizing the sales pipeline , and driving business growth while fostering leadership , balance , and freedom amidst overwhelm , stress , and potential burnout , creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes , proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams , improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

August 23, 20264 min

E260: My Best Way of Lowering Sales Stress (And Winning More Deals)

What if the fastest way to win more sales isn’t getting more leads—but simply learning how to quote on the spot? Speed is one of the biggest advantages you can have in sales, especially when customers are comparing options and their attention can quickly shift elsewhere. In this episode, you’ll learn why quoting on the spot can dramatically improve your chances of closing deals and how changing your mindset around speed can help you move customers from interested to committed before the opportunity goes cold. In this episode you'll discover: Why speed can be one of the most powerful sales advantages you have and why quoting on the spot can make such a difference. How to prepare both yourself and your customer so an on-the-spot quote feels natural rather than rushed or uncomfortable. How to build confidence, trust, and clarity into your quote so your customer knows exactly what happens next. Press play to discover how embracing on-the-spot quoting can help you close more deals, reduce delays, and turn more of your opportunities into sales. New episodes every Monday, Wednesday and Friday. Take our Free Quote Quiz now to Kickstart Your Sales Growth: https://quiz.typeform.com/to/ByHoaj2b Sales & Marketing Workshops with Ben Wright: https://space.1111studios.com.au/workshops-waitlist To see how we’ve helped business grow their sales: Read Client Results Watch Testimonials Or email Ben if you would like to get in touch: hello@strongersalesteams.com This podcast helps the entrepreneur , founder , CEO , and business owner in the trade, construction and industry segments, regain focus , build confidence , and achieve measurable results through powerful sales training , effective sales strategy , and expert sales coaching —guiding every sales leader , sales manager , and sales team in mastering the sales process , optimizing the sales pipeline , and driving business growth while fostering leadership , balance , and freedom amidst overwhelm , stress , and potential burnout , creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes , proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams , improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.

August 20, 20267 min

E259: The 3 Ways Trade Sales Can Use AI to Grow Sales and Save Time

What if you could use AI to respond to leads faster, create more engaging quotes and generate more sales—without spending a fortune or completely overhauling your business? AI can feel overwhelming, especially with new tools and possibilities appearing constantly. But you don't need to become an AI expert to benefit from it. In this episode you'll discover: How AI agents can qualify incoming leads, respond faster and even book appointments for your team. How using AI-generated visuals, designs and comparisons can increase customer engagement and help them see the value of choosing you. How AI-powered nurturing can keep customers engaged after a quote or sale, creating more opportunities for repeat business and referrals. Press play to discover three practical ways you can start using AI today to save time, engage customers more effectively and turn more of your existing leads into sales. New episodes every Monday, Wednesday and Friday. Take our Free Quote Quiz now to Kickstart Your Sales Growth: https://quiz.typeform.com/to/ByHoaj2b Sales & Marketing Workshops with Ben Wright: https://space.1111studios.com.au/workshops-waitlist To see how we’ve helped business grow their sales: Read Client Results Watch Testimonials Or email Ben if you would like to get in touch: hello@strongersalesteams.com This podcast helps the entrepreneur , founder , CEO , and business owner in the trade, construction and industry segments, regain focus , build confidence , and achieve measurable results through powerful sales training , effective sales strategy , and expert sales coaching —guiding every sales leader , sales manager , and sales team in mastering the sales process , optimizing the sales pipeline , and driving business growth while fostering leadership , balance , and freedom amidst overwhelm , stress , and potential burnout , creating lasting peace of mind and smarter decision making for every California business and Australia business ready to scale up with excellence in sales management , through refined sales processes , proven trade sales techniques, and strategic sales leadership that strengthens sales process execution, accelerates sales team development, builds stronger sales teams , improves time management for sales, drives resilience and results, increases team results across the construction industry and wider industry sales sectors, and supports sustainable trading growth that continues to drive results through an effective management process in modern trade sales.