Understand how your customers market services and generate profit

Don’t assume your customers are all alike. You cannot truly help your customers until you understand their business models. Instead of selling the features and benefits of your product, ask questions and listen to discover ways your customer faces their competitive challenges. You will then distinguish yourself as a resource who can help them increase profits through better salesmanship.

This week’s tip comes from Rick Davis, president of Building Leaders, Inc. and author of the book, Strategic Sales in the Building Industry. Based in Chicago since 1998, Building Leaders Inc. specializes in sales and sales management education in the building materials industry. For more information, visit www.buildingleaders.com or call 773/769-4409.