The Craft of LBM Sales Podcast: Sell Value, Drive Builder Profit, and Win More Deals—Without Competing on Price

Are price increases causing your loyal builders to shop around—and your prospects to ignore you? If you’re in LBM sales, you know that passing along manufacturer price hikes with a shrug—or worse, a form letter—can make you look lazy and replaceable. But what if you could turn this challenge into a moment to win more business, re-engage cold prospects, and strengthen loyalty with your best clients...

Are your first impressions with prospects falling flat before the conversation even starts? Whether you're introducing yourself at a builder meeting, on a jobsite, or over the phone, most LBM sales reps are unknowingly sabotaging deals with soft introductions that violate the #1 rule in sales: It’s not about you. In this episode, you’ll learn a proven three-step framework to capture attention, red...

Do builders alternate between grinding you down on price and ghosting you? If you're tired of wasting time on bad-fit prospects or losing deals because buyers don’t respect your time or expertise, this episode will help orient you in the right direction. In this episode, we explore how to reset power dynamics in prospecting using a military-inspired strategy that works in LBM sales—as well as it d...

Kids are natural salespeople, navigating around, over, and through objections with ease. They have a complete lack of self-consciousness when it comes to getting what they want. However, as we age and life kicks us around a bit, we start flinching when we anticipate objections, let alone hearing them. If you're an LBM sales pro who’s ever been caught flat-footed by common objections like “We’re ha...

Are you chasing new business only to realize months later that it's unprofitable, frustrating, and a huge drain on your time? Too many LBM sales pros fall into the trap of thinking all new work is good work. But if that customer isn’t both incremental and accretive, it’s just more stress with less profit. In this episode, you’ll learn how to vet prospects like a pro using the PRIME framework, so y...

Ever get the feeling—or have been told outright—that everyone likes you, only to still lose the sale? This episode shares the brutal sales lesson that changed everything for me. In the world of LBM sales, being likable and working hard is essential, but insufficient. If your offer doesn’t help your customer make, find, or save money, you’re just a distraction. In this episode, you’ll hear the stor...

Do you feel like you are wasting your time with tire kickers and price-focused, low-margin prospects who drain your energy and your profits? This episode reveals the two simple words that could instantly transform the way you qualify leads and close deals. If you’re in the LBM sales world, you may feel the pressure to chase every opportunity, but not every deal is worth the chase. In this episode,...

Are you tired of cold calls going nowhere—and feeling like you’re a nuisance? If you’re in LBM sales and struggling to land quality meetings, this episode reveals the missing link: how to use the first 30 seconds of a sales call to earn trust, build credibility, and open the door to profitable conversations. We’ll break down the exact 3-step RRI framework that can instantly separate you from all t...

Think the only way to win new LBM sales is to offer the lowest price? This introductory episode kicks off The Craft of LBM Sales Podcast —a short preview of what's coming for LBM sales pros who are ready to stop discounting and start delivering real value that drives builder profit. If you've been struggling to close deals, build loyalty, or get off the price treadmill, this show is built for you....