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
The game of selling
A sale is a puzzle to be solved...or at least attempted, even if you can’t solve it every time.
The lost art of sales coaching
Good coaching is a planned performance. There is a better way.
Lessons learned in a crisis
A funny thing happened on our way to the crisis created by the worst pandemic in a century. We got busy. So busy in fact that unexpected supply chain and fulfillment promises have created an unexpected crisis.
Be a finisher
Some LBM sales professionals feel that finish carpenters are the prima donnas of our industry. Unlike framing carpenters, the finisher has exacting expectations and demands.
Take ownership of credit
Great sales leaders treat credit as an integral part of the sales process rather than an obstacle to success.
Sales coaching is like golf instruction
Sales coaching, as I see it, is not really a lost art, but more like a secret and elusive skill which has never been found by most sales managers.
Choose your response
I say each individual can use this challenging time as a test of their ability to choose their response to adverse circumstances.
Face the resistance
You don't have to “overcome objections.” This is the conclusion I reached many years ago in spite of the standard sales doctrine which insists it is a vital step in the sales process.
Plan your sales journey
You don't close sales deals in the LBM business; you open relationships.
Stop making selling hard
The advantage of being an LBM sales representative is that you sell products customers need and are guaranteed to buy. The job is half done for you.