What would you think if a customer called you for a movie recommendation? How about to suggest a good plumber? Sure, these are obscure requests, but you should make them your goal as a sales rep. Read this week’s blog by Bill Farquharson for more information and a full explanation.
How great is it to land a new account? As good as it is for you, imagine how a new customer feels with all of that special attention.
Make today the last day that you are frustrated with the lack of productivity.
Starting today, there are four more full selling weeks until the Christmas break. How will you use them?
The personality of any company is generally a connect-the-dots link to the top brass. This holds true right down to work ethic.
Happy Thanksgiving week! This is an opportunity to kick back or press on. Which option do you choose?
Keeping it short and simple, Bill Farquharson pares sales training down to two words (but uses 200 more to explain).
There is something about the subject that just keeps popping up and it necessitates another hit to remind us all.
You can lie to yourself. You can lie to your boss. But your conscience knows that you are not doing the prospecting you should be.
Sales says tom-A-to and Management says tom-AH-to. Depending on their background, everything looks different.
In early September, Bill Farquharson had rotator cuff surgery. He walked away with increased range of motion and a few lessons.
One of the worst and most painful selling situations occurs when you get caught with your hands in the cookie jar.
During a surprising coaching call, the conversation drifted from sales to personal improvement.
This old sales dog remembers a day when Buyers used to set aside two hours each month so that non-incumbent vendors could bring in their new ideas and wares.
Ah yes, Bill Farquharson’s favorite question … Why aren’t you selling more?