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
Build a sales talent funnel
If you want to build a quality sales team, you have two routes to choose. One is to hire and hope, and the other is to build a funnel of talent from within. Of the two options, the latter has proven to be more successful.
Coaching in the sales field
Inspect what you expect. It’s an old rule of leadership and yet, many managers never take the time to follow this simple piece of advice when it comes to managing outside sales representatives.
Planning beats talent
The problem for LBM dealers is the false expectation that you can “hire” sales. The best way to build sales is through planning.
Best, better, good selling
The "backward sale" happened again as it does thousands of times each day throughout the world. The checkout clerk attempted to embellish my purchase at the last minute by shoving the extended warranty brochure into my hand.
The problem with negotiation
“Why do people negotiate constantly with us, but would never expect to negotiate on the price of milk or a stick of butter at a grocery store?” The answer is easy: You tell them to!
Get to give
Get to give. That is the answer to the price objection and, yet, many salespeople have never learned this fundamental lesson in Sales Negotiations...
The law of pricing
You will never know the joy, power, and satisfaction of holding your price and winning a sale until you’ve held your price and lost...
A salute to the uppercase Order Taker
Don't underestimate the order taker. It took me a while to accept this valuable idea because, early in my career, I kept feeling guilty after...
The invisible inside sales rep
Service means completion and getting things done. Every LBM dealer proudly boasts of the service they provide to ensure the satisfaction of the customer....
How to properly onboard a new customer
There is an old saying that, “you only get a last chance to make a first impression.” Truer words were never spoken when it...