"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.
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.
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!
The power of the spoken word is surpassed only by the power of the written word. When it comes to customer communication, your choice of words is critical. In this week’s Short Attention Span Webinar, Bill and Kelly give you five things you NEVER want to express to a client in either spoken or written format!
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.
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.
When is a good day a good day? Is it when you sold something? Is it when your boss says so? What has to happen in order for you to feel good about your sales day? In this week’s video sales tip, Bill Farquharson gives you a five-point measuring stick.
Your heartbeat probably doesn’t flutter when you walk past a printing press. But to a customer, it’s a magical device. It’s a wonder to behold. It’s a half day off to go on a plant tour. Read why this can be a unique selling opportunity in Bill Farquharson’s blog.
Does sending samples in a letter hurt or help you? There is no right way or wrong way, but there is Bill’s way and he weighs in on the subject in this week’s video sale tip.
It’s clear that new reps need training. It’s obvious that reps with greater potential need coaching. It’s dangerous that top reps get ignored. Read more in this week’s blog by Bill Farquharson and then join the conversation and add your comments.
We are at the beginning of the SECOND most important three selling months of the year! Today’s tip asks you to make a commitment. Step up! Your summer sales are at stake! Watch this week’s sales tip by Bill Farquharson.
Someone asks you a question. Do you think first and then answer or just start talking and let the answer work itself out? Read this week’s blog by Bill Farquharson. He had some fun with his answer to the question.
Giving 110 percent, while mathematically impossible, means delivering more than promised. Doing so without expectation of reward is the subject of this week’s tip from Bill Farquharson.
"If only someone had told me. I would have known what to expect." Well, as a public service, Bill Farquharson and Kelly Mallozzi give you the five things you need to know about sales. Even if you are already a veteran of this career choice, you will want to watch this week’s Short Attention Span Webinar.