She taught you lessons as a child that translate perfectly to sales. You were taught manners, proper behavior, and responsibility. She was your first sales manager and given that her big day is coming up on Sunday, Bill Farquharson’s is all about Mom.
One (of many) common denominators found among the successful people, regardless of their chosen profession, is that they are life-long learners. They read, listen to tapes, and constantly "get fed." The good news is that not every book you read needs to be about sales. There are lots of books that will help your life AND help your sales and Bill Farquharson lists a half dozen in this week’s sales tip.
You think it’s price, don’t you? You think the reason why that client walked out on you was that they went out bidding and you lost after years of patronage to your company. How could they, right? Well, in this week’s Short Attention Span Webinar, Bill and Kelly give you three of the top six reasons why we lose customers (and NONE of them are because of price!!!)
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.
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.
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.
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.
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.
We are close to launching the new Short Attention Span Sales TV format, now that Kelly is officially a CT resident. But until then, here’s another "Best of Bill and Kelly," this time on the subject of Voice Mail. Enjoy!
"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.
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.
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.
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.
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.
Selling against uncertainty and understanding the dynamics you are facing is discussed in this week’s Short Attention Span Webinar with Bill Farquharson and Kelly Mallozzi.
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.
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.
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!