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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."

 

Don’t Make the ‘Verizon’ Sales Call!

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Close your eyes (’um, figuratively, not literally. That would be dumb as you wouldn’t be able to read the blog and it would be awkward for both of us). Picture the Verizon Guy on the phone asking that ubiquitous question, “Can you hear me now?” In the early commercials, he’d pop up every where:

“Can you hear me now?”

“Can you hear me now?”

“Can you hear me now?”

It got annoying...Fast!

Sales people providing low/no value in their sales calls inhabit that same space when they check in with clients and prospects. The call goes something like this:

“Hi. It’s Bill Farquharson calling from FARCO. I’m just checking in. Got anything for me?”

“Can you hear me now?”

“Can you hear me now?”

Anyone? Anyone? Buelller? Bueller?

It gets annoying...Fast. Unproductive, too...Fast.

Not a day goes by when I don’t hear a rep complaining that price is king. They blame the market. They blame the economy. Do they think to examine their sales approach? The “Got anything for me?” sales call is the first step down the road that leads to “Your price is too high!”

The second step? “Sure, I’ll be happy to give you a price on that!”

A different step? “I’d like to learn how this piece is used. Whom can I speak to?”

Don’t like the outcome of your sales calls? Change the input. Better ingredients make for a better pizza. Just ask Papa John’s.

Bill’s Sales Challenge program starts Aug. 3. Go to www.TheSalesChallenge.com.
 

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