Are you silently disqualifying your best prospects before you ever say a word?

Too many LBM sales reps lose profitable deals before the first handshake by making one costly mistake: curb qualifying. In this episode, you'll hear three unforgettable real-world stories—complete with beater cars, bait shops, and surprise seven-figure deals—that reveal how snap judgments kill your sales pipeline and how to stop doing it for good.

In this episode you will:

1. Learn the one bad habit that silently erodes your ability to prospect consistently
2. Discover how a $179 sale turned into a massive wholesale order—all from one unexpected question
3. Hear Hartmann’s sales story that led to a $15K workshop sale just by refusing to judge at the curb

Hit play now and learn how ditching this bad habit will open more doors, win you more referrals, and help you close high-margin deals with confidence.

Thanks to Mark Weber at Builders First Source in Michigan for providing the inspiration (and some ammunition!) for this episode.

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.