Category : Bill Lee

Working Hard Is Not Enough; Managers Must Make Things Happen

March 17, 2017

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?

February 13, 2017

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

January 11, 2017

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

November 15, 2016

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?

October 21, 2016

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

September 19, 2016

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

July 18, 2016

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?

June 24, 2016

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

May 18, 2016

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

April 15, 2016

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