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.

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