Are you giving customers a compelling reason to choose you beyond the lowest price?

Today’s contractors and homeowners have more options, more information, and plenty of reasons to scrutinize every dollar they spend. Jon Abernathy of TAMKO draws on more than 20 years of experience running his own roofing company to explain how sellers can earn attention by helping customers grow, improve margins, and make smarter purchasing decisions. He also shares how education, differentiation, and stronger relationships can help sellers create value that customers are willing to pay for.

In this episode, you’ll discover:

• How the best-better-good approach can anchor the conversation around value and give premium products a stronger opportunity to win.
• How to differentiate your offer when competitors are making the same claims and prevent price from becoming the deciding factor.
• Why investing in relationships, community, and contractor success can create stronger customer loyalty and long-term opportunities.

Play the episode to learn how to communicate greater value, earn contractors’ attention, and win more profitable business without relying on the lowest price.

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.