What It Really Takes to Succeed in Rental Sales with Michael Harwood скачать в хорошем качестве

What It Really Takes to Succeed in Rental Sales with Michael Harwood

What does it really take to succeed in equipment rental sales? In this episode of Beyond the Build: Innovation in Construction, hosts Scott Lowman and JP Scott are joined by Michael Harwood, Key Account Manager at Sunstate Equipment, to discuss how relationship-driven sales strategies, organizational discipline, and authentic leadership transform performance in the rental industry. What You’ll Learn: • How to leverage your liability as your strength • The single-priority task management system that maximizes field productivity • Why the construction industry dialect rewrites professional communication norms • How to navigate friendships with customers without compromising professionalism • The third-party solution model that solves customer problems while protecting relationships Michael Harwood, Key Account Manager at Sun State Equipment, specializing in relationship-driven sales within the high-demand equipment rental market. With a background in pharmaceutical sales and a foundational understanding of kinetic learning principles, Michael has built a reputation for strong people skills, a relentless work ethic, and results-oriented problem-solving in fast-paced rental environments. If you enjoyed this episode, make sure to subscribe, like, and comment📱 Chapters: [00:00] Introduction [03:16] How Rental Communications Sounds to Outsiders [05:06] Why Careers in Rental Are Constantly in Motion [08:48] How Someone With No Industry Background Gets a Shot [13:26] Why Michael Chose Rental Over Medicine [16:40] Turning Naivety Into an Advantage [19:19] How Early Hustle Creates Long-Term Momentum [21:27] How Mentorship Actually Works in the Field [26:21] The Transition From Inside Sales to the Jobsite [30:16] The Sales Operations Balance That Builds Trust [34:51] Managing Chaos Without Losing Control [38:48] How Organization Becomes a Competitive Advantage [45:10] How Personal Systems Beat Perfect Tools [47:14] Maintaining Trust, Safety, and Ethics When Customers Become Friends [52:00] Why Creating Solutions Beats Protecting Turf [55:20] When Giving Back Becomes Part of the Job [57:44] Closing Thoughts