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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."

 

Hardest Part of Sales Isn't the Obvious

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I am convinced that everyone has something in their life that others look at and say, “I could never do that.” Me, I look in amazement at people who raise multiple children while working full time or wonder how friends commute into Boston every day. In return, people ask what I do and when they find out I am in Sales they say, “OMG, I could never put up with the rejection and if I had to rely on what I kill in order to eat, my family would starve! How do you do it?”

The hardest part of sales is not the actual selling. Selling is simple. It’s a conversation that combines listening skills and problem-solving. In print sales, if you have those abilities (and the lowest price), you will succeed.

And rejection? It’s a natural instinct to overcome rejection. If that weren’t the case, man would never reproduce (Think about that one. It’ll come to you.).

No, the hardest part of sales comes once a day, usually in the morning. It happens when you arrive at your desk or just before you pick up the phone the first time: You gather your thoughts and mentally prepare for the day ahead by injecting some form of self-confidence and, in the process, renew the eternal belief that is essential to sales success and forget all about the miserable day you had yesterday. In sales, you see, it all starts with Attitude.

Call it blind faith, but the sales person must believe that doing X will yield Y...eventually. Do X enough, and Y will come. The problem is, Y takes a long time. Weeks? Yes. Months? Yup, that too. In the meantime, there is a boatload of X to do and without the instant gratification we humans need, doing X in excess can be exacerbating and exhausting. Still, we somehow know that committing to X and exhibiting persistency can be exciting and lead to ecstasy.

Okay, I’ll stop.

I will never understand how someone will spend three hours a day going to and from work. Parents who raise happy, adjusted kids in this world astound me. Honestly, I don’t know how they do it. But as a sales person, I believe that today is going to be the best selling day I have ever had.

Second only to tomorrow.

Join Bill and fellow PI blogger Kelly Mallozzi on their “Hot Markets!” Webinar this coming Wednesday, Dec. 15 at noon ET. Visit this site for more information.

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COMMENTS

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Most Recent Comments:
Bill Farquharson - Posted on December 16, 2010
George Bush used it, so it's poosiblistic that it is!
Kelly - Posted on December 14, 2010
Bill This is, as usual, great advice, and very motivating. Just one question, if you please...Is persistency a word? Merry Christmas!
Click here to view archived comments...
Archived Comments:
Bill Farquharson - Posted on December 16, 2010
George Bush used it, so it's poosiblistic that it is!
Kelly - Posted on December 14, 2010
Bill This is, as usual, great advice, and very motivating. Just one question, if you please...Is persistency a word? Merry Christmas!