What if the fastest way to win more builder business isn't talking about your products, pricing, or promotions at all?

Many sales professionals spend countless hours refining their pitch, improving product knowledge, and chasing competitive pricing, yet still struggle to earn meetings with builders. In this episode, custom home builder Liam Hibbert shares an unfiltered look at what earns trust, creates credibility, and opens doors with builders. If you're trying to stand out in a crowded market, these insights reveal what builders really value from suppliers and sales reps.

In this episode, you will

• How builders decide whether a salesperson is worth meeting with and the prospecting mistakes that instantly destroy credibility.
• Why referrals, timing, and genuine value creation matter far more than pricing when building long-term relationships.
• Practical ways to position yourself as a trusted partner by solving problems, understanding your customer's business, and delivering value before asking for anything in return.

Listen now to learn directly from a builder's perspective and uncover the relationship-building strategies that can help you earn more trust, create more opportunities, and win more profitable business.

Click HERE to learn more about the OSR Academy

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

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.