Bill Farquharson

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.”

The Myth of the Bad Sales Month

When is a bad sales month not a bad sales month? When it comes just before or just after a good one. While all salespeople measure volume monthly, there is a better way, and that is the subject of this week's blog by Bill Farquharson.

Five 'Duh' Sales Tips – Video Sales Tips

Some sales tips write themselves. Some are complex and complicated and cause the viewer to say, "I’d never thought of that." This week’s batch won’t require a lot of brain work. Bill Farquharson has made a list of simple but important sales tips and shares the first set this week.

The 'Thank You, And…' Approach

Few things in life lift you up like a compliment. Words of affirmation are a staple for us all, perhaps for no one more than a sales rep. But what if you could use those kind words as a springboard to the next level and achieve even higher heights? Bill Farquharson shows you how in this week’s blog.

Why Aren’t You Selling More? – Video Sales Tips

Every sales challenge you are experiencing as a sales rep or selling owner has been overcome by someone else. Typically, you even know that someone personally. In this week’s sales tip, Bill Farquharson will give you an exercise and an idea for furthering your sales education for free.

The Wah-Wah-Wah Sales Rep

Whose fault is it that your sales are not where they should be? Well, there’s Estimating and Customer Service and Management and the weather and the hug that you didn’t get back in second grade. The list is endless. But believing that the list is endless is probably the worst offender of all. Read this week’s blog by Bill Farquharson, if you dare.

Can You Hear Me Now? - Video Sales Tips

While it is important that you have a clear message when you call a customer, it is equally important that the message itself is clear. Confused? You won’t be after this sales tip from Bill Farquharson.

How to Develop a Culture of Feedback – Short Attention Span Webinar

In this fourth and final Short Attention Span Webinar installment, Bill and Kelly give you one last sales meeting discussion topic: How can we create a work environment where improvement is the common denominator? Start the video, pause for group discussion, and then go back to hear their comments on this sales topic.

An Item for Your 2016 'To Do' List

Looking for something to do in 2016? Not yet, perhaps, but Bill Farquharson's blog has a suggestion for you to follow and it involves travel, so it can’t be all bad!

A Culture of Feedback - Video Sales Tips

Almost all of us received compliments well. But what about the opposite? Are you able to hear constructive criticism in the spirit in which it is intended? Bill Farquharson can’t and writes about improvement and suggestions in this area in this week’s sales tip.

Lesson in Time 'Mis-Managed'

Columnist Bill Farquharson paints a picture of a young sales rep who spends time making excuses for not selling enough, rather than seeing time management as the reason behind the failure. Farquharson touches on the importance of time management and understanding how to balance life, socialization and sales.

How to Address a Job Gone Bad – Short Attention Span Webinar

In this week’s Short Attention Span Webinar—the third installment in a series of four—Bill and Kelly give you an important selling situation to handle: The Screwup. Start the video, pause for group discussion, and then go back to hear their comments on this necessary sales challenge.

The Most Difficult Prospect

Salespeople can connect with almost everyone. Almost. There is one personality that most of us struggle with, but we have learned to cut bait and move on. The same skill can be used to determine if an entire company is a good fit. That’s the subject of this week’s blog by Bill Farquharson.

Three Dangerous Words - Video Sales Tips

When describing your top clients, if the following three words crossed your lips, then you need to hear the same alarms in your head that Bill Farquharson heard in his and wrote about in this week’s sales tip.