Are you creating so much value for your customers that they've stopped seeing it as valuable?

If you've ever gone above and beyond for a builder only to face constant price pressure, more demands, and little appreciation, you're not alone. In this episode, Bradley Hartmann reveals why creating and delivering exceptional value isn't enough and what it takes to turn that value into stronger margins, better communication, and more profitable customer relationships.

After listening, you'll learn how to:

• Recognize when your customer relationships have become unbalanced and your value is being taken for granted.
• Use the Zero-Dollar Invoice (ZDI) concept to make invisible work visible and strengthen conversations around pricing and profitability.
• Create healthier boundaries and communicate your value in a way that leads to stronger partnerships and improved margins.

Press play to learn how making your value visible can help you earn the margins, recognition, and respect you've already worked hard to deserve.

The Craft of LBM Sales Podcast is presented by GenetiQ—the next evolution of ERP.

Learn more about the OSR Academy

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.