Bill Farquharson’s Print Sales Tip for the week of April 11, 2016

Would you start a customer relationship by tricking someone into to calling you? “Gotcha!” is no basis for a long-term connection. It’s just flat-out insincere, not to mention borderline dishonest. So then why do you insist on calling a prospect and saying, “Hi, Bill, this is Jennifer. Please call me. I’ve got a question for [...]

Bill Farquharson’s Print Sales Tip for the week of January 11, 2016

I have a big, happy, jovial friend named Lee Maxey. Lee is the kind of guy who is hard to forget. He is bright and energetic and always on the go. The guy plays golf like a Scotsman who thinks he is paying by the hour. Good luck keeping up with him! Lee has [...]

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. [...]

Bill Farquharson’s Print Sales Tip for the week of December 28, 2015

I’ve got one last tip in mind for 2015. This is my 52nd Monday morning video. Add to that 52 Tuesday blog postings and 52 Short Attention Span Webinars to go along with 12 Printing Impressions columns. That, my friends, is a lot of sales content. Thanks for listening! Here you go. One last [...]

Bill Farquharson’s Print Sales Tip for the week of December 21, 2015

I’ve got a concept that I’d like to see if I can get across to you verbally. I call it the “Sales Bridge.” Imagine two pieces of land with a stream in between them. The stream is too wide to jump across, so there’s a bridge. Okay. So far, so good. The land that [...]

Bill Farquharson’s Print Sales Tip for the week of December 14, 2015

Starbucks has red cups. We have the, “Call me after the holidays” objection. What do they have in common? Both come out once a year. In the coming days, and assuming that you are still prospecting and haven’t made the deadly assumption that no one wants to hear from you (blah, blah, blah), you [...]

Bill Farquharson’s Print Sales Tip for the week of December 7, 2015

Good morning! Our prices are always too high. There’s no time to sell more. The plant is forever screwing up my orders, so I need to babysit them. The other reps in the office have all of the good accounts. The reasons why my sales aren’t higher are due to actions, inactions, and/or incompetence of [...]

Bill Farquharson’s Print Sales Tip for the week of November 30, 2015

Good morning! Well, those were some fun sales tips last week, huh? I gave you five obvious thoughts (aka, “Duh!) and have another five for you today. Let’s get started… Listen. Don’t interrupt! — The world is fascinated with what you have to say, however the customer is far more interested in what he [...]

Bill Farquharson’s Print Sales Tip for the week of November 23, 2015

Good morning! Every once in a while I come across an idea for a sales tips but as I commit the thought paper I think to myself, “Duh. That’s one’s obvious.” But the list kept growing and I got thinking to myself, maybe there is a need for some obvious (a.k.a. “Duh”) sales tips. [...]

Bill Farquharson’s Print Sales Tip for the week of November 16, 2015

Good morning! If you were lucky enough, like I was, to get a job selling for a company that invested in training, you sat through days of learning how to gain access to power, manage your time, and overcome objections before heading out into the field to conquer the unknown. From that point, your [...]