What if one of the biggest threats to your margins comes from all the value you’re already giving customers for free?

LBM sales professionals create and deliver tremendous value every day, from takeoffs and design assistance to special deliveries, field measurements, problem-solving, responsiveness, and extended credit terms. When that extra value is consistently provided without clear expectations or something in return, yesterday’s favor can quickly become tomorrow’s expectation.

Using the story of Dolly Parton’s decision to protect the publishing rights to “I Will Always Love You,” Bradley Hartmann explores the crucial difference between creating value, delivering value, and capturing value.

In this episode, you’ll discover:

• How to identify the valuable services, expertise, and support you may be giving customers without adequately capturing their value.
• Why consistently giving something away can turn an appreciated favor into an expected part of doing business.
• How to become more intentional about the value you provide so you can strengthen customer relationships while protecting your margins.

Play this episode to discover your version of Dolly Parton’s publishing rights and learn how to capture more of the value you already create and deliver.

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at [email protected] or visit our website and click on Increase Sales.

In The Craft of LBM Sales, we tackle real-world sales challenges in the lumber and building materials industry, including handling sales objections, improving phone sales, and what to do when you can’t close deals. Learn how to land new business, strengthen your negotiation skills, and build a reliable sales pipeline, even if you currently have no sales process in place. We also explore proven sales techniques, value selling strategies, overcoming sales rejection, hitting your sales goals, and navigating tough conversations around discounting.

New podcasts are dropped every Monday and Wednesday.