Tag: Sales Mindset
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Dark December: The Month That Separates Sales Amateurs From the Pros
We called it the “Fourth Quarter Push.” That’s the homebuilding equivalent of describing the final stages of procreation as “labor.” Oh, it’s that—and a whole lot more.And sometimes, it nearly kills you. My boss, the VP of Construction for our Chicago division, called me on the afternoon of Monday, October 6, 2006. We were on…
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Listener Mailbag! Builders Too Busy to Even Listen to My Value Prop.
From Chuck in the Great North:My sales team and I struggle to have builders even consider our proposal / value proposition. I agree we need to “deliver value first,” but to articulate that value, you at least need 15 minutes of quality time with a prospect. Our problem is that builders have no available time.…
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Taking the High Road: What Adrien Nunez Taught Me About Sales
New Podcast Out Now: The Craft of LBM Sales Sell value, drive builder profit, and win more deals—without competing on price. 🎧 Apple Podcasts | Spotify I expect my kids to pay attention when I wax philosophically about The Beatles, The Rolling Stones, or Bruce Springsteen. I expect them to take notes, ask questions, and nod in agreement.…
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How to Be Confident in Sales – Regardless of How Long You’ve Been Selling
New Podcast: The Craft of LBM Sales Built for LBM sales pros who want to stop competing on price and start closing more profitable deals with confidence. Story-driven, practical episodes (8–15 minutes) drop every Monday and Wednesday to help you sharpen your craft, prove your value, and win more high-margin sales. 🎧 Listen now on Apple…
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From “Don’t Shoot the Messenger” to Differentiated Market Leader: A Smarter Way to Deliver Price Increases
As price increases keep landing like a giant belch in church, your community of builders—clients and prospects alike—will wave off the stale air of “loyalty” and start shopping again. The good news: Builders who’ve ignored your prospecting efforts will now be far more open to your ideas. Track your efforts and double down. Now’s the time…
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How a Simple Probability Method Can Turn Sales Uncertainty Into Predictable Wins
Three weeks ago on a Friday afternoon, Cheryl Jackson—our own Cheryl at Hartmann & Co., the one who helps sales reps keep their pipelines in order—was on a Zoom call with astruggling sales rep, Tim (not his real name). Two important facts: Twelve minutes into their thirty-minute session, Cheryl finished updating deals from Tim’s current customers. Then she moved to prospects and began her…
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20% for New Business
Imagine for a moment that at nineteen, you know exactly what your calling in life is. Unfortunately, it’s to be a writer. Unfortunate, because making a living from writing is nearly impossible. There’s a reason legends like Hemingway, F. Scott Fitzgerald, Jack Kerouac, and Hunter S. Thompson all struggled with alcoholism. In your 20s and 30s, you…
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The Only Three Words That Matter in Sales
Three days ago, episode #464 of The Construction Leadership Podcast went live: “The Only Three Words That Matter in Sales.” It tells the story of a painful early sales loss—one that nearly brought down our company. The upside is that it also taught me a lesson I think about every day. Enjoy your weekend.I’ll be back next Thursday. Subscribe here to get the next edition of The Craft of LBM…
The Craft of LBM Sales 