Rick Davis

Have we really defined, in sales, what makes up a good relationship? Is it friendship? Is it business? Is it both?

Be an order instigator for all times. It’s the key to establishing credibility and long-term business relationships of unbreakable loyalty.

So how do you feel when a consumer walks into your branch during a busy Tuesday morning?

Measure twice, cut once. If you don’t have time to do it right the first time, when will you find time to do it again? Of course, these are old saws (pun intended) that we hear and embrace as sage advice but sometimes forget to heed.

I shun the term “prospecting” because it inherently causes salespeople and managers to think about the process of locating new accounts, which means looking for immediate sales opportunities. Therein lies the rub.

There are no real lumber emergencies. Sure, there are lot of contractors screaming and clamoring for attention, but is that really a bad thing?

If there has ever been a better sellers’ market, then I know I haven’t lived through it.

The salesperson expects the company to fulfill all the special requests, which becomes a precursor to the multitude of things about to go wrong.

A long-term competitive advantage begins by playing for long-term sales opportunities.

As the light emerges at the end of the pandemic tunnel, you might want to pause and discover what comfort you can find in the chaos we left behind in 2020.