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Home » Topics » Leadership Selling

Leadership Selling
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Sales trainer Rick Davis, president of Building Leaders Inc., offers sales tips designed exclusively for those in the construction industry.

ARTICLES

Leadership Selling
Leadership Selling

Rejecting the Price Objection

Rick Davis
May 29, 2015
No Comments
Change your beliefs, and find the people who are comfortable paying your price.
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sell

Leadership Selling: Sell to Builders in 2012

Rick Davis
February 1, 2012
No Comments

Here is an idea to spark your 2012 profitability. Start selling to builders! 


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Leadership Selling Negotiate to Win

Leadership Selling: Negotiate to Win

Rick Davis
October 14, 2011
No Comments

Stop cutting prices when you have alternative options available. Bad things usually happen when you cut your margins. While you may increase your sales for the short term, you will unnecessarily reduce your profits for the long term.


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Leadership Selling: The Dirty Water at the Mouth of the River

BNP Media Staff
July 7, 2011
No Comments
The price objection is the dirty water at the mouth of the river. If you want to clean up the mouth of the river, you have to go upstream to the location of the factory dumping pollutants. You have to deal with the fishing boats that putter little drops of oil and you have to stop people from tossing in small amounts of trash up and down the banks.
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Leadership Selling: Get Past the Plan Room

BNP Media Staff
May 5, 2011
No Comments
A reader to Roofing Contractor wrote me and noted that my articles regularly focus on residential sales and appropriately requested that I offer some insights into commercial sales. Only a few days later, I was conducting a seminar at which one attendee expressed frustration about his wasted time in the plan room of general contractors, which resulted too frequently in lost bids. My advice: Get past the plan room.
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Leadership Selling: Stop Estimating and Start Consulting

BNP Media Staff
February 4, 2011
No Comments
On the surface, roofing contractors all look the same to consumers. After all, nearly every website from contractors promises service, quality and satisfaction from a contractor that has been around for generations with satisfied clients and guarantees of good work. 
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Leadership Selling: Stop Bidding and Start Proposing

BNP Media Staff
January 5, 2011
No Comments
Just think: If price were the only factor in a builder’s purchasing decision, a roofing contractor could fire all its salespeople. 
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Leadership Selling: Elated Customers

BNP Media Staff
November 4, 2010
No Comments
If your business goal is to create satisfied customers, I recommend you rethink your strategy and strive for something better - customer elation.
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How to Figure Your Correct Selling Price

Jim Olsztynski
October 19, 2000
2 Comments
Profit must be calculated as a percentage not of cost, but of the final selling price.
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