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Sales & Margins

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Answer These Four Questions to Close Business Faster

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

Working Hard Is Not Enough; Managers Must Make Things Happen

One of the mistakes I believe we make in the building supply industry is failing to spend enough time outside our industry looking at...
Sales and Margins

What Size Raise Will You Earn This Year?

From a personal income perspective, the last two weeks of December were extremely important to me. The reason is because it is during these...

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

SALES & MARGINS Using referrals as evidence, get out of the pricing rat race by showing your prospects how they can make more money buying...

SALES & MARGINS: The Top Three Mistakes Managers Make

SALES & MARGINS WHEN I WROTE MY BOOK, 30 Ways Managers Shoot Themselves in the Foot, I chose for the first chapter the importance of...

How Accurate Are Your Sales Beliefs?

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...

10 Ways to Make the Best Sales Impression

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...

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

Inventory shrinkage is alive and well among building supply businesses. Inventory shrink can usually be traced to two primary factors: 1.) Too few systems...

What Kind of Sales Coach Are You?

What are you doing to make your telephone ring? This is one of my favorite questions to ask the owner or manager on the...

Raising the Bar on Personal and Company Performance

How many games must a major league pitcher win in order to be considered a cut above? What is the magic batting average a...

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