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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
building sales rick davis

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.
building sales rick davis

Plan your sales journey

You don't close sales deals in the LBM business; you open relationships.
building sales rick davis

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.
building sales rick davis

Lessons in history

I’m not so sure history repeats itself as much as people repeat the same mistakes. Therefore, as we enter 2020, it feels like a good time for a history lesson in sales to avoid the mistakes of the past.
building sales rick davis

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.
building sales rick davis

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.
building sales rick davis

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.
building sales rick davis

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.
building sales rick davis

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!
building sales rick davis

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...

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