Tag: Objection Handling
-
They Know Exactly Why You Lost. They’re Just Not Telling You.
I’m a little slow. It took me way too long to understand why builders don’t tell suppliers the real reason they lost the business. Flashback to October 2010. I was in area purchasing at Pulte Homes, managing a few dozen material and labor accounts across seven markets from Cleveland to Denver. Home starts were down…
-
Most Sales Reps Wing It With Objections. That’s Exactly Why They Lose.
This sales pitch went down last night after I picked up my 13-year-old from baseball practice. It started near the bleachers at approximately 8:47 pm, carried through the parking lot, and followed us out of the Oak Grove Baseball Complex. Son: Chipotle?Me: No. You had Chick-fil-A after school.Son: That was five hours ago.Me: One fast food meal per day.…
The Craft of LBM Sales 