Tag: Sales Fundamentals Workshop
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Ask for what you want.
Too often we’re afraid to ask for what we want. We’re afraid of being judged. We’re afraid of hearing the word no. We’re afraid of pure indifference. This is hard-wired into human nature and it’s part of why selling is so hard. But if you firmly believe in what you’re selling AND you’ve delivered value first, then there’s no reason…
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The Sales Metrics You Should Make Public Monthly
Reader Mailbag Q&A! Question: We pride ourselves on maintaining a strong, positive culture. For that reason, we haven’t historically published sales figures. Should we? Answer: I believe you should. And here is why. Years ago, my Division President at PulteGroup, Pat Beirne, drilled one truth into our heads: Sales drive the business—and salespeople are accountable. Barrel-chested with a helium-tinged voice,…
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How to Pick Up The Phone with Confidence
As a general rule consistent with our tagline—Deliver value first—we don’t kick off the week with self-promotional content UNLESS we are also sharing one of our most practical sales tools: The RRI Framework. This one-page PDF helps LBM sales professionals pick up the phone with purpose and confidence. The framework is simple: Name a ReferralLead with credibility and establish…
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The 10 Commandments of LBM Sales Excellence
Two weeks ago, I joined a call with a sales manager and his owner. Within two minutes, we heard what you’d expect: • We’re slightly behind year-over-year board footage• Commodity pricing is down• Rates remain up• Tariffs are helping no one• I’ve got 8 reps reporting to me—7 are behind pace Nothing surprising there.What followed…
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This One Moment at Our Workshop Blew the Room Away
The Sales Fundamentals Workshop is our Super Bowl. Every April in Fort Worth, Hartmann & Co. hosts two days of the most engaging, interactive, and entertaining LBM sales training on the planet. (Yes—it’s included in our 12-month OSR Academy.) What makes it truly different? Real builders join us on stage. Attendees hear unfiltered feedback from the…
The Craft of LBM Sales 