In the construction industry, gaining trust from a prospect is one of the most consuming aspects of the sales cycle. This part of the sales cycle is also wearisome because you know your prospect wants to buy, but they are still hesitating to trust you fully. In a way, their uncertainty is understandable. A kitchen or bathroom remodel is a huge decision. Not only does the customer need to have faith in the product/service you are selling, but they also have to completely trust you because you are going to be working inside their home – often for weeks at a time.