Get Our Email Newsletter

REAL ISSUES. REAL ANSWERS: The Sales/Relationship Connection

QUESTION 2
“Many people in the building supply business believe that relationships are key to success. Yet a good relationship can take years to develop. Given those two realities, what can a newer salesperson do to generate sales without relying on low price?”

“Consistently show up at a customer’s jobsite or office. Even if it’s just to see how they are doing. Eventually this will build a relationship with the customer and cause them to give you a chance. It may be small at first but will eventually lead to greater sales.”


“Show sincere interest in the customer and their projects and follow up, follow up, follow up—communicate, communicate, communicate.”

LBM Resources

White Paper: M&A Heats Up for Component Manufacturers. Prepared?

Acquirers Are Rolling Up Component & Truss Manufacturers and Panelized Providers Are you prepared for this surge of interest? If you’re a component or truss manufacturer,...

“I think the most important thing that a newer salesperson can do to generate sales is first, to be present. The customer needs to see this person regularly either on the job or in the office. They have to look and listen to what the customer has going on, and then offer solutions that the salesperson knows he can deliver. We talk all the time about under-promising, and over-delivering. Nothing will replace the time it takes to build a relationship, but building trust can start immediately.”


“It’s not an overnight thing but there are things that you can offer that start to prove to your customer that you are honest and actually care if their business is successful or not.”


“(1) Believe in the product that they are selling. (2) Be honest with their client and themselves.”

- Advertisement -

“Patient and consistent positive touches with prospects provide value and assure a first runner-up position when the time or opportunity comes up to change suppliers.”


“Salespeople must know their products. And most importantly, listen to the customer’s needs before offering solutions and products. By taking a little extra time with a customer, you can quickly build a good relationship that can last a whole career.”


“Understand the customer’s needs, and pray the competing salesman retires.”

- Advertisement -

“Start the relationship by being respectful, enthusiastic, knowledgeable and 100% competent. That person will win the sale!”


“I think putting yourself in front of the customer on a regular basis and asking if they need anything will greatly improve your chances of developing a relationship with a that customer. Doing this at the front office, as well as on the jobsite, will improve your chances of getting an opportunity to provide material. Sooner or later, that customer’s supplier will either stub his toe on a much-needed delivery or will not be able to supply what the customer needs. This might give you the opportunity you have been waiting for. Once you get the opportunity to supply material, you need to keep the following four things in the forefront of your new relationship: (1) Do what you say you are going to do. (2) Do it on time. (3) Do it completely. (4) Do it accurately.”


“Be yourself, and remember that by helping your customer grow their business, you’re growing your own.”

Get our free newsletter

Join thousands of other lumber and building material industry leaders and keep up with the companies, people, products and issues shaping the industry.

What's New

Digital Partners

Become a digital partner ...

Sales Comp Study

Download this 55-page, in-depth study by LBM Journal of industry trends in sales force compensation and benefits. See how your organization stacks up.

Webinars

- Advertisement -

White Papers

View all ...

- Advertisement -

Partner Content

View all ...

- Advertisement -

Registration is now open for the LBM Strategies 2024 Conference