Category : Bill Lee

Negotiating Tips Outside Salespeople Need to Know

September 13, 2017

It is extremely rare to find a market in which homebuilders don’t make some attempt to persuade salespeople to lower the prices. It is equally difficult to find markets where … Read More

Do What You Do Best and Delegate the Rest

June 14, 2017

Business owners and managers alike are busier than ever these days. As their businesses grow and become more complex, they find that they don’t have the time to be all … Read More

Managers Get the Behavior They Hire

May 22, 2017

There has been a lot of talk in the media about how differently management must treat the millennials in the work force; that is, those workers born in the 1980s … Read More

Answer These Four Questions to Close Business Faster

April 13, 2017

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

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