Bill Lee
Lee Resources
P.O. Box 16711
Greenville, SC 29606

Attention: Bill Lee

Dear Bill:

I wanted to again thank you for your excellent presentation of "Consultative Selling Techniques" at our annual Outside Sales Meeting in St. Paul on Thursday, March 12.

The good news is that some of the skills you taught at the meeting are already being used in the field.

One of Lamperts' outside salesmen in the Twin Cities, was faced with the dilemma that a major competitor was trying to "buy" the business of his largest contractor. The prices and terms quoted from this competitor made our quote appear ridiculous.

To retain the customer, our salesman updated his price quote and set up an appointment with the builder. Before the meeting, he sat down with his yard manager and discussed strategy in handling this builder to become more competitive and to get permission to extend an additional discount.

He and the manager decided that they would extend an additional 2% discount, providing they also received all the windows and interior millwork on the jobs, which had not been furnished by Lamperts in the past.

The meeting with the contractor turned out well. The contractor asked for and received the additional 2% discount and agreed to buy the windows and interior trim from us for his projects. The additional millwork business will increase the volume of the sale by 50% and improve our margins on the complete project.

The skills of negotiating and pricing strategies that you taught to this salesman and the other salesmen at the meeting on how to respond when builders say your prices are not competitive, allowed us to retain this customer. You are to be congratulated!

It's exciting to see that a professional skill seminar to improve sales performance really can work!

Best regards,

LAMPERT YARDS, INC.
Lev Wagner
Sales Manager