Are you quoting plenty of jobs but still losing deals—and blaming price when the real problem is momentum?

If you’re in LBM sales, you know the frustration of fast takeoffs, detailed proposals, and responsive service — only to get ghosted when it’s time for the builder to decide.

It feels like a pricing issue or a soft market. But what if the real problem is that your sales energy peaks too early and disappears when decisions are actually made?

In this episode you will:

1. Learn how to diagnose “Sales Kinetics Inversion Disorder” and spot where your deals are truly stalling
2. Discover a simple four-step playbook to rebuild late-stage momentum and increase visibility at decision time
3. Gain practical scripts and tactics you can use immediately in discovery meetings, proposal delivery, and follow-up

Press play now to learn how to apply force at the right moment and start finishing deals instead of watching them skid away.

View the Sales Kinetics Chart: part 1 and part 2

If you’re ready to stop competing on price and start having the right sales conversations that win business, send us a note at info@bradleyhartmanandco.com 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.