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
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.
Build from within for sales force success
The most successful companies hire right. They seek individuals who are career driven and want to work with a sense of purpose.
Some industry shifts are here to stay
It’s obvious the world is changing, but easy to miss the long-term impact of an evolving world.
What really makes a good business relationship?
Have we really defined, in sales, what makes up a good relationship? Is it friendship? Is it business? Is it both?