01
Contractors
The buyer on the jobsite is buying time, risk, and a rep who shows up. Price is how the conversation ends when nothing else was offered.
dkburgess.com/book
The Building Materials Sales Playbook.
How to win contractors, dealers, and specifiers without competing on price.
Daryl K. Burgess
Who it is for
If you sell building materials through a field force, a dealer network, or both, the job is not “close this PO.” It is becoming the supplier the contractor trusts, the dealer stocks, and the specifier writes in before price is the only lever left.
This is not a generic close-the-sale book, a personality workshop, or a list of scripts. This is a book for the sales rep in the field and the sales manager to help increase sales and margins in the construction materials industry.
Inside the book.
02
Dealers
Dealers protect inventory and relationships. Treat them as a discount channel and you train them to shop you. Treat them as a partner and they carry you.
03
Specifiers
The spec is written before the bid. If you are not in the conversation with architects, engineers, and owners, you are bidding someone else’s job.
04
Not competing on price
A process for targeting, qualifying, and running the call so the team has something to sell besides a lower number.
How to use it.
-
Read it with this week’s accounts open.
Mark who is a contractor, a dealer, and a specifier — and where price is doing work a process should be doing.
-
Hand it to sales leadership.
The playbook is meant to be used, not shelved. Managers should be able to coach to it.
-
Pull the Field Kit with code PLAYBOOK.
Twelve printable cards. Print page 1 and use it on one call this week.
Field Kit for The Building Materials Sales Playbook
Twelve printable cards. Use code PLAYBOOK.