Bill Farquharson

Bill Farquharson

Bill Farquharson is a partner at Idealliance. As a print-specific sales trainer, Farquharson applies a fundamentally-sound approach to his coaching, online programs (found at sales.epicomm.org), and live presentations. Contact him at bfarquharson@idealliance.org or (781) 934-7036 to discuss your sales challenges.

Quick Tip for Overcoming the 'We Are Slow' Objection

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.

Where's Your Sales Bar?

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.

Raise the Bar! Sell With Attitude

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.

You Are Not My Customer

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."

If Austin Powers Wrote Sales Tips

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!

Early Signs of a Bad Hire

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.