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
Locate, locate, locate
The three laws of real estate are well known — location, location, location. I argue that the three laws of selling are locate, locate, locate.
Fractal selling in the LBM industry
Fractal selling proves that prospecting and networking is an evolving experience.
In LBM sales, being a partner is not what you think
Are you a partner to your customers or a provider? I have a confession that the term “partner” makes me bristle.
In sales, it’s all about your beliefs
The reality is not that markets are different, but instead that you behave what you believe.
Building good LBM salespeople
Stop trying to find good salespeople. Just find good people and then build a salesperson.
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.