Bill Farquharson

A panicked salesman, a heart attack, and a red stapler. What do all three of these things have in common?

In this week’s sales tip, Bill talks about the value of turning clients and friends.

You are lucky enough to get someone on the phone but when you ask for an appointment you hear, "This is our slow time of year. We aren’t doing much by way of buying print. Sorry." Bill’s blog covers a valuable idea for overcoming that objection.

Regardless of whether you are heading to PRINT 17, you should know how to maximize your trade show time.

Imagine holding on to a customer for 30 years. That amount of time could span an entire sales career. But that was then.

The US Marine Corp says, "We’re looking for a few good men" in their ad campaign. If they said, "We’d really like you to join the Marines," they’d probably not be very successful. Instead, they raise the bar so that you want to reach for it. In this week's blog, Bill tells you how to do the same with sales.

As every city slicker knows, the secret to your sales success comes down to one thing and one thing only.

The message that you send to a prospect needs to be impactful. But more important than that, the selling attitude you employ in delivering that message can be the difference between winning a job by price and winning one based on a good idea. In this week’s blog, Bill Farquharson implores you to raise the bar and sell with attitude.

Do you hear yourself saying, “There’s never enough time to sell?” If so, you’re lying to yourself.

When a customer relationship goes bad, do you ever look back and see the warning signs? If only prospects give you a heads up that they are terrible customers to have. Actually, they do tell you. Are you listening? In this week's blog, Bill Farquharson tells you when to say, “You are not my customer."

A prospect calls to ask for a price. You call him back. And then he disappears into the night never to be heard from again.

It’s company picnic time and another chance for you to live in infamy. But by listening to Bill’s advice and practicing some self-control, you can save yourself years of being remembered for the wrong reasons!

Break’s over! Time to get back to work and face the summer sales blues … if that’s what YOU choose to create. The other option?

While it’s too late for some things, it’s not too late for all things. Take digital printing, for example.

If you think back over the lives of your children, it’s likely that you can connect the dots between their early behavior in their current personality traits. Why should salespeople be any different? In this week’s blog by Bill Farquharson, learn to identify and correct behavioral issues that show up in the first 30 days.