A salesman’s version of hitting the lottery occurs when one account starts gushing large amounts of orders. It sounds like a nice problem to have and indeed, it is. But there is still risk and, therefore, a need for a sales growth plan. Here's Bill's advice in this week’s blog.
Ever had a restaurant manager stop by your table to check how everything went with your meal? Nice gesture. Has Verizon ever called after a service visit to check on your satisfaction? Probably, despite the fact that it was an automated call. What about you? Are you calling on clients a few days or weeks after a job is delivered to ask how things went? If not, you are not alone as Bill Farquharson points out in this week’s sales tip.
Often times, the best ideas are the simplest ideas. Simply put: This week’s Short Attention Span Webinar features three ways to grow your sales.
Where is your next sales rep going to come from? Will they respond to an ad on monster.com? Will they be the results of a headhunters headhunting? Or will you apply the "ABL Rule" that Bill Farquharson discusses in this week’s blog?
Quick: Rate your level of organization for the week….really? That bad, huh? In this week’s free video sales tip by Bill Farquharson, you will learn about the connection between preparation and results when it comes to getting your weekly schedule thought through ahead of time.
Every print sales rep focuses on the same thing when it comes to grabbing new business: Price. But what if there was an approach that is 20 times more effective and 20 times more interesting and 20 times more likely to turn into a profitable sale? Well, there is and it’s the subject of this week’s Short Attention Span Webinar by Bill Farquharson and Kelly Mallozzi.
Your voicemail messages go without a return call. Your price is too high. It’s like Sales Groundhog Day. The good news is, you are getting frustrated. Wait, that’s good news? It is if you follow the advice in this week’s blog by Bill Farquharson.
There is a whole new set of rules for time management when you are on the road. You have to work hard to make it look easy. Find out how to maximize your out-of-office time by watching this week’s video sales tip by Bill Farquharson.
Customer loyalty is not what it used to be and for a good reason (sometimes). Take a customer or even just one order for granted and you are setting yourself up to lose an account. In this second of two parts, Bill and Kelly talk to you about why your clients are finding new homes. Watch this week’s Short Attention Span Webinar.
She taught you lessons as a child that translate perfectly to sales. You were taught manners, proper behavior, and responsibility. She was your first sales manager and given that her big day is coming up on Sunday, Bill Farquharson’s is all about Mom.
One (of many) common denominators found among the successful people, regardless of their chosen profession, is that they are life-long learners. They read, listen to tapes, and constantly "get fed." The good news is that not every book you read needs to be about sales. There are lots of books that will help your life AND help your sales and Bill Farquharson lists a half dozen in this week’s sales tip.
You think it’s price, don’t you? You think the reason why that client walked out on you was that they went out bidding and you lost after years of patronage to your company. How could they, right? Well, in this week’s Short Attention Span Webinar, Bill and Kelly give you three of the top six reasons why we lose customers (and NONE of them are because of price!!!)
Through a combination of offering a great solution and delivering a tight sales pitch, an order is awarded, relationships are built and the Sharks swim away to find new blood.
Back in the day, cell phone usage was rare, private, and extensive. Your number was a secret that was given out only when you didn’t mind spending just under two dollars per minute regardless of whether you were making or receiving a call. And phoning a prospect from the road? Forgetaboutit! This is one of those old sales habits that Bill Farquharson just can’t get himself to break.
Do you have a prospecting process? Well, if you just make a few calls here and there or send random e-mails when things get slow, you are in the majority! Watch this week’s free video sales tip and learn more about why it is so important to have a plan and work the plan.
Often times, the only contact a prospect has with a print sales rep is through voice mail. As such, it is critical that voice mail is seen as an audition, not an obstacle. So, make the most of this opportunity to dazzle, make an impression, and gain an appointment, starting with this week’s Short Attention Span Webinar by Bill Farquharson and Kelly Mallozzi.
Is it better, as Michelangelo suggests, to set high prospecting goals that you fall short of or low goals that you achieve? Bill Farquharson cannot paint, sculpt, or write poetry. But he does know when to apply this thinking and when to defy it. Read more in this week’s blog.
A prospect asks for a price. Hard to tell, but you get the sense that he is not all about cost. You could go "low bid" or "fair bid." Which is the best option? That’s the question Bill Farquharson asks in this week’s video sales tip.