Are your sales meetings helping you win builder business or costing you opportunities before the conversation even starts?

Most sales professionals believe relationships are built through persistence, product knowledge, and staying visible. But according to this panel of builders, what actually earns trust is thoughtful preparation, meaningful research, clear communication, and bringing solutions instead of simply showing up with another sales pitch. In a market filled with pricing volatility and endless supplier options, builders are looking for partners who can create value long before asking for business.

In this episode, you'll discover:

• What builders consider the key ingredients of a productive sales meeting and why preparation is often the biggest differentiator.
• How to communicate price increases in a way that strengthens trust instead of damaging relationships.
• Practical strategies for becoming a problem-solving partner through innovation, research, follow-up, and meaningful customer engagement.

Listen now to learn exactly what builders want from suppliers and sales professionals so you can stand out from competitors, earn more trust, and win more profitable business.

Listen to Episode 72 for Part 1 of the Builder Panel Discussion at SFW 2026.

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.