Stefanie Couch talks with Jim Wilcox of Wilcox Associates about transforming sales approaches in the building industry through understanding customer value and following proven methodologies.
• Price only matters in the absence of value – salespeople don't bring value, they must align with what customers truly value
• Most salespeople qualify leads based on gut feeling rather than understanding problems, issues, and decision-making processes
• Professional sort, amateur sell – successful salespeople filter for the right opportunities rather than pursuing every lead
• A players need coaching not time management, while C players need help with fundamentals
• Using the CARE framework (Clients to Keep, Attain, Recapture, and Expand) creates a strategic approach to relationship management
• Data collection through CRMs enables better business decisions and helps identify which customer types actually drive profitability
• Having a structured sales process to follow is critical for moving from average to elite performance
Connect with Jim Wilcox on LinkedIn or email him at jimwilcox@sandler.com to learn more.
Watch the Video Version
Catch this episode of The Grit Blueprint Podcast on YouTube:
👉 Stefanie Couch on YouTube
Subscribe to Built to Win
Get exclusive insights, tools, and updates from Grit Blueprint, designed to help you lead and win in the building industry.
👉 Subscribe to Built to Win
Connect with Stefanie Couch & Grit Blueprint
Grit Website: GritBlueprint.com
YouTube: Stefanie Couch
Instagram: @StefanieCouchOfficial
LinkedIn: Stefanie Couch
Stefanie’s Website: StefanieCouch.com
👉 What Is Grit Blueprint?
Grit Blueprint is a media and growth company for the building industry. We help ambitious businesses in the building materials and construction industries grow through visibility, storytelling media, and smart systems.
...