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.”

Breaking a Sales Habit

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.

A Winning Sales Process - Video Sales Tips

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.

The Best of Series: The Prospecting Voice Mail - Short Attention Span Webinar

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.

Michelangelo, Sales Manager

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.

Low Bid or Fair Bid? - Video Sales Tips

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. 

Directing the Boss

"A sales rep and his boss walk into a sales call and the boss turns and says..." sounds like the start of a bad joke. And it can be unless the sales rep put some thought and direction into what is about to happen. Find out more in this week’s blog by Bill Farquharson.

The Loyal Customer Trap - Video Sales Tips

How loyal are your customers? Rate your answer on a scale of one to 10. Here is a challenging thought: The higher your response, the more at risk you are. Care to know why? The answer lies in this week’s sales tip by Bill Farquharson.

The Best of Series: Things to Bring on a Sales Call - Short Attention Span Webinar

Congratulations! You nailed down a coveted appointment. In addition to going back to your research (as outlined in previous SASW’s), you also have to decide what goodies and tools and supplies to bring in order to help with the sales call. What should make the cut? That’s the subject of this week’s Short Attention Span Webinar by Bill Farquharson and Kelly Mallozzi.

A Memorable Sales Anniversary

Imagine giving a client a price AFTER the job ships and having them balk. What do you do? Well, what PI Blogger Bill Farquharson did is a story that taught him a valuable lesson, gave him a great memory, and is the subject of this week’s blog.

Your Sales Attitude - Video Sales Tips

How long can you go without complaining? If your reaction to that was, "What does that have to do with sales?" then you have already failed! So much of sales is mental. Attitude is everything. Find out more in this week’s sales tip from Bill Farquharson.

Talk Less, And You’ll Sell More

The advanced art of listening more and talking less helps sales reps hear and understand the prospect’s needs, allowing them to calmly start setting buying hooks. Print salespeople that do this well establish themselves as consultants who just might be able to craft a solution perfectly tailored to the unique needs of their prospect’s organization.

A Sales Lesson Worth Repeating

Back in the day, a framed sign hung in the lobby of a book printer in Baltimore. It’s words embodied the thinking of a different era. In this week’s blog by Bill Farquharson, a message from the past is renewed and a sales lesson worth repeating gets repeated.

Sales Advice from a Customer - Video Sales Tips

In a conversation with a company president, Bill Farquharson heard a couple of interesting hints to help you improve your appointment-setting skills. In this week’s sales tip, he shares them!

For Sales and Production People, Trading Places is Enlightening

The reality is that you are only as good as the last job you shipped in. You need to continually prove yourself to your client. Back at the plant, your CSR is yearning for some recognition. The production team would like to see some humility. And the boss wants to remind you that part of your job is to generate new business.

Spring Cleaning, Sales Style

Now that Spring has sprung, let’s clear the way for some sales growth by whipping out the leaf blower and making room for the seeds of growth to emerge. Bill Farquharson explains a process for spring cleaning your sales life in this week’s blog.