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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."

 

If You Want to Create a Summer Slowdown...

 
...your timing in reading this Blog is perfect! You have a chance to have a work-free summer simply by following this two-step advice:

1. Starting March 1, do nothing. Make no sales calls, ESPECIALLY to new customers.

2. Continue this ingenious plan straight through until the end of May.

That should do it! Yes, it really is as simple as that. All you have to do is follow these two steps and you will have plenty of time for recreational activities (and, for some of you, job hunting!).

Here’s the formula behind this thinking:

Constant sales activity + 3 months = Sales!

So, if you launch a sales initiative starting the first of March and keep up the activities through May 31, your summer will be stained by aggravating clients looking for quotes and print orders. Plus, you will have the annoying task of driving commission checks to the bank on an ongoing basis. Who needs that? Summer is for golf and the beach, not for work! Isn’t that why the myth of the summer slowdown was invented?

Myth, you say? Yes, myth! Summer slowdowns just don’t happen, they are created through weeks of inactivity and excuse-making. Not only that, but they are a time-honored tradition.

I urge you, my sales rep friends, to do your part to let the slowdown happen. Starting March 1, throw it into cruise control and enjoy the spring.

If you fail to heed this advice and actually push hard in March, April and May, don’t blame me if your summer is jam packed with business. I don’t want to get a “Thanks a lot, Bill!” e-mail (if you have time to send one) just because you decided to actually make some calls and end up with record summer sales months.

You’ve been warned, and I wash my hands of the outcome.

Two free Webinars from Bill Farquharson are coming up. Go to www.AspireFor.com for more information or call Bill at (781) 934-7036.

 

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