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
Define your sales brand
What's your sales brand? If you’re like most, you probably believe you’re the ideal salesperson who “partners” with your customers in a special way.
Work hard. It’s the smart thing to do.
In a few months, there is a good chance you’ll be looking back to the 4th quarter of 2022 and wishing you had prospected more.
Demonstrate authority to build credibility
It’s one thing to know where to get the answers. It’s another thing entirely to build a library of knowledge that enables you to have answers at the ready.
Nothing is a commodity
The challenge faced by many salespeople is their inability to establish tangible value when the product sold is nothing more than a commodity.
Close sales deals like good serial stories
Closing is ultimately creating a reason for the next step.
Follow the leader
Great sales leaders recognize that every sales opportunity should provide follow-up.
Understanding the sales objection
There may be no issue more misunderstood than the sales objection. Teaching salespeople to “overcome” it is the most frequent training request I get from managers.
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.