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Mastering Sales Beyond Price: Jim Wilcox, CEO of Wilcox & Associates

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Manage episode 493459292 series 3566040
Content provided by GRIT Blueprint. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by GRIT Blueprint or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.

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 [email protected] to learn more.
🎥 Watch the Video Version of This Episode
Catch the video version of The Grit Blueprint Podcast on my personal YouTube channel:
Stefanie Couch on YouTube

📧 Subscribe to Our Newsletter
Get exclusive updates and insights from Grit Blueprint:
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Stay Connected

💼 Follow Stefanie Couch

🚀 What Is Grit Blueprint?
Grit Blueprint helps businesses in the building materials and construction industries grow through expert marketing, branding, and AI-driven tools.

📅 Book a Call
Learn how we can help your business thrive:
Schedule a Call

  continue reading

Chapters

1. Sales is About Value, Not Price (00:00:00)

2. Breaking Down Sales as a Four-Letter Word (00:03:20)

3. Sandler Training Principles (00:06:35)

4. Managing Sales Teams Effectively (00:11:58)

5. Using Data to Target Ideal Clients (00:17:44)

6. The CARE Client Segmentation Strategy (00:25:33)

7. Final Advice and Finding Elite Status (00:30:26)

43 episodes

Artwork
iconShare
 
Manage episode 493459292 series 3566040
Content provided by GRIT Blueprint. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by GRIT Blueprint or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.

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 [email protected] to learn more.
🎥 Watch the Video Version of This Episode
Catch the video version of The Grit Blueprint Podcast on my personal YouTube channel:
Stefanie Couch on YouTube

📧 Subscribe to Our Newsletter
Get exclusive updates and insights from Grit Blueprint:
Sign Up Here

Stay Connected

💼 Follow Stefanie Couch

🚀 What Is Grit Blueprint?
Grit Blueprint helps businesses in the building materials and construction industries grow through expert marketing, branding, and AI-driven tools.

📅 Book a Call
Learn how we can help your business thrive:
Schedule a Call

  continue reading

Chapters

1. Sales is About Value, Not Price (00:00:00)

2. Breaking Down Sales as a Four-Letter Word (00:03:20)

3. Sandler Training Principles (00:06:35)

4. Managing Sales Teams Effectively (00:11:58)

5. Using Data to Target Ideal Clients (00:17:44)

6. The CARE Client Segmentation Strategy (00:25:33)

7. Final Advice and Finding Elite Status (00:30:26)

43 episodes

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