Richard Rivera

Angelo Razzino and Richard Rivera from Sky-Frame join the hosts to discuss the company's history, breaking into the US market, their philosophy and quality control, installation process and maintenance, upcoming products, and challenges of working on job sites. They also talk about frameless windows, high-end residential projects in urban environments, and the expansion of their market to the United States.

Veteran sales leader and author Richard Rivera discusses the buyer decision path, emphasizing the need to disarm the survival instincts of buyers before engaging their thrive state and intellectual brain. Emotionally connecting with buyers is crucial for successful sales outcomes, with a focus on prioritizing emotional connection over intellectual engagement in sales strategies.

Guests Jen Allen-Knuth, Katie Swick, and Richard Rivera discuss the challenges sales representatives face in the evolving market landscape. They debate on whether sales teams overemphasize product knowledge or understanding buyer's needs. They also touch on the significance of maintaining a balance of selling and helping, recognizing pain points, and solving problems for buyers.