Category : Bill Lee

Make a Plan then Make it Happen

March 14, 2016

“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?

February 16, 2016

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

Telling Isn’t Selling: 5 Great Questions to Ask Prospects

January 18, 2016

The person who is in control of the sales interview is NOT the one doing most the talking, but the one asking the questions. During presentations to prospects, many salespeople … Read More

Lazy Salespeople Lead with Price

November 23, 2015

Smart salespeople are partners who help their customers succeed. When prospecting for new business, it has been my experience that salespeople are most likely to prematurely introduce the subject of … Read More

When Talking Productivity, Measurements Matter

October 19, 2015

A few years ago, I was invited to speak in Scottsdale, Ariz. at a meeting sponsored by the Mountain States Lumber & Building Material Dealers Association. During the meeting I … Read More

BILL LEE: Gross Margin: Who Is Accountable?

September 16, 2015

I read recently that the ability to lose weight is rooted in two key factors: achieving a balance between the number of calories consumed and the number of calories burned. … Read More

BILL LEE: Threats to Your Business Relationships

August 12, 2015

Management indifference is a major threat to business relationships. How seriously your business’ relationships will suffer depends on how effective your management team is at controlling each threat before it … Read More

BILL LEE: Is Poor Time Management Limiting Your Productivity?

July 17, 2015

How to double your sales via smarter time management. Forty-one% of the salespeople I interview tell me that TIME is the number one obstacle preventing them from doubling their current … Read More

BILL LEE: Questions Help Salespeople Identify Obstacles

June 15, 2015

Don’t be afraid to ask prospects what it might take to get the sale.

BILL LEE: How to Win the Prospect’s Favorable Attention

May 15, 2015

To acquire new customers, let value speak before pricing.