Have you ever spent hours building the perfect quote only to have your prospect judge it in less than 10 seconds?

If every bid comes down to price, you're giving away one of your biggest competitive advantages, your expertise. In this episode, Bradley Hartmann explains why many LBM sales professionals unintentionally allow buyers to compare only price and shares practical strategies to position themselves as trusted advisors before the quote is ever submitted. You'll also learn how the "Price Sensitivity Trap" affects purchasing decisions and why focusing on total project cost creates stronger customer relationships and healthier margins.

In this episode you will

• Learn how to secure a valuable face-to-face meeting before bid day that dramatically increases your chances of winning the business.
• Discover the Price Sensitivity Trap and how to help builders evaluate total project cost instead of just the lowest initial bid.
• Gain a simple framework for presenting your expertise, assumptions, options, and recommendations so customers see your value beyond price.

Press play to learn a practical sales approach that helps you protect your margins, build trust with builders, and win more profitable business by leading with expertise instead of price.

Download The Price Sensitivity Trap

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

Learn more about The Sales Managers Guild

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.