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