Are you crossing your fingers at the end of a deal, hoping for a yes?

You're not alone, but that silence might not mean what you think it does.

Too many LBM sales reps get passive at the most critical moment—right before the decision is made. In this episode, we dig into why most deals are lost after the proposal is sent and what you can do to flip the script, reclaim control, and close more profitably.

In this episode you will:

• Learn the exact language that signals a "no" (even when it sounds like a "maybe").

• Discover the strategic questions top sales pros use to influence decisions—not wait on them.

• Hear how to shift from “hope” to “action” in the final stages of negotiation.

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.