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.”

Emergency Blog: Read When Terrified

On a normal Tuesday during normal sales conditions a normal Bill Farquharson blog is posted. However, there are occasions (such as when a huge chunk of business suddenly exits and sheer terror sets in) when special rules apply. This is one of those blogs.

Dead Sales Month Strategies - Video Sales Tips

While August is not generally the hottest sales month of the year, it does provide great opportunities for sales prep. There are 21 selling days this month. How will you use them? In this week’s sales tip, Bill Farquharson gives six ideas for making the best use of time.

Best of Series: The Waiting Game - Short Attention Span Webinar

The quote has been sent. Now the waiting begins. Two days go by and you call to follow up. Nothing. You call again tomorrow. Nothing. Twice more within a week. Same results. How long do you go? When do you quit? And could this have been avoided entirely? That’s what Bill and Kelly have in mind in today’s Short Attention Span Webinar.

A Network of Standards

Your mom used to tell you that you are judged by the company you keep. Updating that wise advice, the network that you build is the reflection of your character and integrity. We are told to build our network and social media makes that task as easy as clicking, "Accept." However, as Bill Farquharson reveals in this week’s blog, more is not better. Quality overrides quantity.

Problem-Solving Sales - Video Sales Tips

The most fun you can have as a salesperson is when the client calls and makes you part of the discussion and not just part of the quoting process. The challenge is getting to that position and that is the subject of this week’s sales tip from Bill Farquharson.

Best of Series: How to Overcome Objections - Short Attention Span Webinar

You know their coming. You can sense their presence all around you. They’re like sharks in the water and they smell blood. They're objections and you need to know how to fend them off, or else they will eat you alive. In this week’s 'Best of' Short Attention Span Webinar, Bill and Kelly will give you ammunition and ideas for surviving the assault.

Making Tomorrow’s Sale Today

When you make a sale, are you already thinking about the reorder? No, not the one that is coming in a few months. The one 10 years from now. If you are not, you should be. That point is made in this week’s blog by Bill Farquharson.

Secrets to Sales Success - Video Sales Tips

Psst...Over here. Do you want to know the secret to success in sales? Would you like to know the key to finding a great salesperson? Wouldn’t it be nice if this was the subject of this week’s video sales tip by Bill Farquharson? Well, good news. It is!

The Service-Driven Sale

It does not happen all that often, but every once in a while we are given the opportunity to demonstrate what it is like to do business with us prior to actually placing that first order. A story of a used car purchase gone bad illustrates this point in this week’s blog by Bill Farquharson.

Building a Sales Library - Video Sales Tips

You can tell a lot about a person from what they read. Peruse someone’s bookshelf and it is like looking into their head. What’s on your bookshelf? Do you even have a personal sales library? In this week’s video sales tips, Bill Farquharson tells you why it’s important.

Best of Series: Overcoming Sales Fear - Short Attention Span Webinar

You know you need to. Occasionally you even want to. But you are terrified and that is keeping you from doing it. If you could just beat back the terrors involved in doing it, your business will grow. It’s sales and it’s scary and it’s the subject of this week’s SASW by Bill and Kelly.

A Strange Sales Goal

Do you remember your first day in sales? Probably not. It was likely that you did not come rocketing out of the gates and find instant success. Most of us failed to meet early expectations and goals, in part because they were improperly established by our managers. What is a better idea? You will find the answer in this week’s blog by Bill Farquharson.

Dressing for Impressing Sales - Video Sales Tips

Everything about you, Sales Rep, is a statement of your work. Your punctuality. Your words. And according to this week’s sales tip by Bill Farquharson, the way you dress. Watch and learn more about the connection between appearance and sales volume.

Best of Series: How to Be Remarkable! - Short Attention Span Webinar

Of all the things you wanted to be when you grew up, was "remarkable" one of them? Probably not. But as a salesperson, becoming remarkable is a worthy goal. Find out why in this week’s Short Attention Span Webinar "Best of" series with Bill Farquharson and Kelly Mallozzi.