Category : Bill Lee

SALES & MARGINS: Show Prospects How You Can Make Them Money

2 weeks ago

SALES & MARGINS Using referrals as evidence, get out of the pricing rat race by showing your prospects how they can make more money buying from you than they can … Read More

SALES & MARGINS: The Top Three Mistakes Managers Make

2 months ago

SALES & MARGINS WHEN I WROTE MY BOOK, 30 Ways Managers Shoot Themselves in the Foot, I chose for the first chapter the importance of pinpointing responsibility because I believe … Read More

How Accurate Are Your Sales Beliefs?

3 months ago

What you believe to be true about selling just might be dead wrong! I graduated from college with a degree in clinical psychology. In my undergraduate studies, we spent many … Read More

10 Ways to Make the Best Sales Impression

4 months ago

When making your initial sales call on larger and more professional prospects—at least among the most successful contractor salespeople—cold calling has pretty much become a thing of the past. Today, … Read More

Inventory Shrinkage: What to Look for to Minimize Your Store’s Losses

6 months ago

Inventory shrinkage is alive and well among building supply businesses. Inventory shrink can usually be traced to two primary factors: 1.) Too few systems and procedures, or no one is … Read More

What Kind of Sales Coach Are You?

7 months ago

What are you doing to make your telephone ring? This is one of my favorite questions to ask the owner or manager on the first day of a consulting assignment. … Read More

Raising the Bar on Personal and Company Performance

8 months ago

How many games must a major league pitcher win in order to be considered a cut above? What is the magic batting average a major league hitter must achieve to … Read More

Don’t Underestimate the Power of Scripted Sales Statements

9 months ago

As you raved to a friend about the story line in a movie you just saw, did you think about how many times the actor’s words had been written and … Read More

Make a Plan then Make it Happen

10 months ago

“IT’S DIFFICULT TO HIT A TARGET YOU CANNOT SEE.” I first heard this statement from the late great Zig Ziglar, but it is equally applicable today. One would think that … Read More

Are Higher Gross Margins in Your Company’s Future?

11 months ago

When I wrote my book, “Gross Margin,” I did a considerable amount of research to learn the gross margins achieved by retailers outside the lumber and building material industry. I … Read More