Building Sales

rick davis commodity

There’s no industry better to build a sales career

Every once in a while, like to start a new year, I feel compelled to remind you that our dirty-build-our-product-outdoors-in-the-mud industry is as sexy as it gets.
rick davis commodity

The game of selling

A sale is a puzzle to be solved...or at least attempted, even if you can’t solve it every time.
rick davis commodity

The lost art of sales coaching

Good coaching is a planned performance. There is a better way.
rick davis commodity

Lessons learned in a crisis

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.
rick davis commodity

Be a finisher

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.
rick davis commodity

Take ownership of credit

Great sales leaders treat credit as an integral part of the sales process rather than an obstacle to success.
rick davis commodity

Sales coaching is like golf instruction

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.
rick davis commodity

Choose your response

I say each individual can use this challenging time as a test of their ability to choose their response to adverse circumstances.
rick davis commodity

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.
rick davis commodity

Plan your sales journey

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

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