Bill Farquharson

Bill Farquharson

Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at sales.epicomm.org), and live presentations. Contact him: bill@idealliance.org or (781) 934-7036 to discuss your sales challenges.

The Power of the Job Title

Hidden within the creative job title is an opportunity to catch someone’s eye to stand out.

Why You Sell Based on Price

As a sales rep, you struggle to sell print at YOUR price. Instead, you heavily discount your products and win only when your number is the lowest bid present. When faced with the "Your price is too high" objection, you crumble like a cheap suit on a broken hanger in the back of closet.

The Zen of Prospecting Maintenance

The Buddhists have a saying: “Meditate at least 30 minutes a day, unless you are busy. If you are busy, meditate 60 minutes a day.”

Know Thy Customer

Do you listen to your clients? Probably. After all, there is a “Contact Us” button on your website and you get feedback.

The Early Sales Victory

For the visiting pitcher, there is nothing better than taking the mound with an early lead. The feeling of achievement even before the first pitch is thrown can be a key factor in victory. For the young salesperson, selling with an early lead has much the same effect as detailed in this week's blog by Bill Farquharson.

Are You Saying This to Your Customers?

Why do people buy from you? There are probably dozens of reasons. Some are within your control and some aren't. One simple habit, once commonplace, could become a difference maker for you. Read all about it in this week's blog by Bill Farquharson.