How to win sales in construction industry during this recession period?

In addition to Devarajan I feel that salespeople should be prepared & organized.They should go for the extra step i.e, they put in the long hours needed to secure "good to great" work and recognize the effort that needs to be made to get new business that is profitable. They are quick to call an "audible" if needed, and they make better adjustments on the fly because they studied their "opponent" and are prepared to move from one approach to another if needed.

When the customer's pavement maintenance need poses a serious difficulty salespeople don't "punt," they dig in deep to fully understand the entire scope of work. If some of the proposed work falls outside the pavement maintenance area of specialty, the salespeople use their connections with other construction firms who supply the needed specialty and brings in the firm on a joint venture. Salespeople simply do not turn from sales opportunities that may be outside the normal work conditions of the company.

Assess the need. Weed out customers who have just come to 'window shop'. Quote the best applicable rate and try to throw some 'freebee's'. Ease the process of 'loan'. describe the locational advantage vis-avis the cost and last but not the least be HONEST and show that this is a 'wise decision'.