Category : Bill Lee

Answer These Four Questions to Close Business Faster

2 weeks ago

Each time a salesperson makes prospect calls, the prospects are either consciously or subconsciously asking themselves four questions. If you can answer each of these four questions to the prospects’ … Read More

Working Hard Is Not Enough; Managers Must Make Things Happen

1 month ago

One of the mistakes I believe we make in the building supply industry is failing to spend enough time outside our industry looking at success stories and figuring out how … Read More

What Size Raise Will You Earn This Year?

2 months ago

From a personal income perspective, the last two weeks of December were extremely important to me. The reason is because it is during these two weeks that I decide how … Read More

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

4 months 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

5 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?

6 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

7 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

9 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?

10 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

12 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