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Bill Farquharson

The Sales Challenge

By Bill Farquharson

About Bill

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."

 

Another Useless Sales Week

 
“Useless.”

That’s the adjective my coaching client used to describe his sales week. It was just a bunch of unreturned voicemail messages to him.

Pity. He doesn’t know what’s coming. He doesn’t see any value in beating your head against the wall. But he should because there is.

I call them, “Set up days.” These are the days that, when strung together for a week, would qualify as useless in the eyes of most salespeople. But without them, the days where it rains business would never come.

Monday: Nothing
Tuesday: Nothing
Wednesday: Nothing
Thursday: Nothing
Friday: Nothing

Repeat. Repeat. Repeat.

Useless. Frustrating. Annoying.

Necessary!

How many useless sales weeks does it take to get it to rain business? It’s hard to say. I typically tell people that if they work their absolute hardest for 90 days, something good will happen in that time period that will reward them. That statement serves a dual purpose of giving them a target and being just vague enough to sound like it came from a consultant.

If you do “X,” then “Y” will certainly happen. That’s the belief system that you must buy into. If you can’t, then sales is not for you.

In this case, X equals the sum total of day after day of “useless” sales activity. Do it long enough and do it well and there is sure to be rain in your sales forecast.

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