Course Description

Overview

Home builders, renovators, and construction suppliers are technically excellent. But when it comes to sales, many find themselves discounting on price, chasing unresponsive prospects, or losing deals they should have won. The issue is rarely effort or product quality. It is the absence of a clear, repeatable framework for leading effective sales conversations.

This one-hour live webinar, delivered through HAVANx, introduces HAVAN members to the core reasons sales conversations stall and what top professionals do differently to qualify buyers with confidence, close without pressure, and carry themselves with equal business stature.

The session is practical, discussion-based, and immediately applicable, with takeaways relevant to owners, estimators, project managers, and business developers across the residential construction industry.


Learning Outcomes

•A clear understanding of why sales conversations break down, even when the product or service is strong

•Insight into the Sandler Success Triangle: attitude, behavior, and technique

•Practical strategies to reduce price pressure and stop chasing prospects who go quiet

•A simple sales roadmap to qualify buyers faster, maintain control of the process, and close with confidence

•Immediate actions they can apply to their next sales conversation


Who is this course for?

•Business owners and CEOs in residential construction, renovation, and design

•Estimators, project managers, and business developers who sell as part of their role

•Supplier members who sell products or services to the homebuilding industry


Instructor(s)

Shams Hirani

Shams Hirani is the President of EleWin Consulting Inc. and the authorized Sandler Training partner for British Columbia. A Sandler Certified Sales and Leadership coach and trainer, Shams brings more than 25 years of experience in B2B sales leadership, business development, and executive coaching across Canada. He has led award-winning teams and has a proven record of transforming underperforming groups into top producers by instilling accountability, consistent behavior, and resilient mindsets. An experienced speaker and facilitator, Shams has delivered workshops and bootcamps for organizations including ICBA and BCLNA, and speaks regularly at chambers of commerce across BC on sales, leadership, and business growth. He holds an MBA in Marketing and Business Development and is passionate about ethical, consultative selling that enables professionals and businesses to achieve consistent results.