Rick Davis
Rick Davis is the President of Building Leaders, the leading supplier of sales training to the construction products industry. For more information, he can be reached at 773.769.4409 or rickdavis@buildingleaders.com
Sweat the details
In so-called normal times, it is easy to fix a mistake or omission to an order.
Persuasion is overrated
What’s more important in sales than persuasion? Influence. Credibility. Support. Accuracy.
Review your sales like you review your golf game
The best time to cull your customer list is when opportunities abound.
Build from within for sales force success
The most successful companies hire right. They seek individuals who are career driven and want to work with a sense of purpose.
Some industry shifts are here to stay
It’s obvious the world is changing, but easy to miss the long-term impact of an evolving world.
What really makes a good business relationship?
Have we really defined, in sales, what makes up a good relationship? Is it friendship? Is it business? Is it both?
Be an order instigator
Be an order instigator for all times. It’s the key to establishing credibility and long-term business relationships of unbreakable loyalty.
Leverage the consumer walk-in
So how do you feel when a consumer walks into your branch during a busy Tuesday morning?
‘Measure twice, cut once’ also applies to sales
Measure twice, cut once. If you don’t have time to do it right the first time, when will you find time to do it again? Of course, these are old saws (pun intended) that we hear and embrace as sage advice but sometimes forget to heed.
Prospecting is a state of mind
I shun the term “prospecting” because it inherently causes salespeople and managers to think about the process of locating new accounts, which means looking for immediate sales opportunities. Therein lies the rub.