In episode 404, Mark Weber of Builders FirstSource in Michigan hilariously and insightfully shares his experiences working at Taco Bell and in the electronic appliance retail business, highlighting the importance of upselling and learning to anticipate the the word 'no.' Mark emphasizes the significance of being a good mentee and the role humility has played in the trajectory of his lumber sales career. Mark’s success has been earned through his role as a reliable and proactive problem-solver for builders, always striving to be their go-to person for any issues that arise. His growth mindset is demonstrated through constant learning, from podcasts like SBCA's Lumber Connect and books like 'Extreme Ownership' by Jocko Willink.

 

Takeaways

•Offering customers options and alternatives shares control and increases the likelihood of a good fit between buyer and seller

•Surrendering to coaching and having a growth mindset can lead to success in sales and career development

•Be the go-to person for builders by proactively solving their problems and being reliable

•Continuously learn and expand your knowledge to better serve customers

•Recommended podcasts: SBCA's Lumber Connect and The Build Podcast

•Recommended book: 'Extreme Ownership' by Jocko Willink

•Social media can effectively showcase projects and build deeper relationships with clients

 

Chapters

00:00 From selling at Taco Bell to the electronics store in The 40-Year-Old Virgin

10:09 Becoming a good mentee

14:09 The will to to do what the other guy wouldn’t

24:25 The ROI of testimonials

29:15 The immense power of “Let me be your guy.”

32:24 On product category growth

39:08 Continuous learning

43:50 Utilizing social media in sales

 

This episode is brought to you by The Simple Sales Pipeline® —the most efficient way to organize and value any construction sales rep's roster of customers and prospects in under 30 minutes once every 30 days.

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