Bill Farquharson’s Print Sales Tip for the week of January 4, 2016

Every once in a while I run a common theme between my Monday sales tip in my Tuesday sales challenge blog. This is one of those occasions….

25 years ago when it was my turn to do the middle of the night bottle feeding, there were two things on TV: CNN and Tony Robbins. I remember his infomercial vividly: There he would be sitting poolside in Hawaii, talking to Fran Tarkenton about some self-help nonsense. I recall rolling my eyes and checking out option number two.

My best friend attended two Tony Robbins of events in 2015 and that encouraged me to give him another look. After reading his free online book, which is outstanding, I purchased his Ultimate Edge CD series and recently gave it another lesson on the way back from Vermont.

Robbins said something that explained to me why I didn’t reach my goals for 2015. They were lofty, to be sure. In fact, I think they might have been unattainable, to be honest. But, I would have been a hell of a lot closer to them if I had made this one change:

“Turn your should’s into must’s.”

When I heard him say that, I was floored. At once, I understood why I fell short of my sales and income goals. I allowed myself to fail. No, that’s a little strong. I didn’t try hard enough. Actually, that’s not a good descriptor either. There were too many days and too many times during those days when I have the choice to make and I chose something other than to make sales calls.

They weren’t must’s, my goals. They were should’s.

I’m going to go into some detail in my blog which you can find on but for now, think about what you could have done, what you could have achieved, had your attitude, your mindset, your drive towards your goals in 2015 been nonnegotiable.

As a result of this thought process, I have taped a note on the cabinet over my coffee maker and every morning when I wake up and reach for that first cup, I am reminded of Tony Robbins’ inspiring words: “Bill, make your 2016 goals must’s, not should’s.”


Starts today! Deadline to sign up is Friday January 8. Try out the Sales Challenge for a month for just $30 by using promo code “30for30” when you sign up. After that, it resorts to $97/mo but by then you will see the value of the program and understand that it’ll pay for itself many times over.

Have you taken the Sales Assessment Test? Do it today. It’s free and will tell you where you stand on the top aspects of effective sales. Plus, I will review it and send you back a personalized video. Also free. Hit the link at

Need to contact me? My email is and the direct line is 781-934-7036


PagePath Technologies, Inc. Is a leader in Web-to-Print storefronts.


About the Author:

Bill Farquharson
As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically “old school” advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. “Bill Farquharson will drive your sales momentum.”

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