Home Authors Posts by Rick Davis
A sale is a puzzle to be solved...or at least attempted, even if you can’t solve it every time.
Good coaching is a planned performance. There is a better way.
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.
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.
Great sales leaders treat credit as an integral part of the sales process rather than an obstacle to success.
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.
I say each individual can use this challenging time as a test of their ability to choose their response to adverse circumstances.
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.
You don't close sales deals in the LBM business; you open relationships.
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.