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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."


Run for Mayor; Grow Your Sales

How many people do you know? Enough to run for mayor? Are there enough people in your network to give you the confidence required to have at least one more vote than the other candidate?

And what about the people you do know...Do they like you enough to give you their vote? If you are like most of us, probably not. But that can change. Easily.

How? Two ways:
  • First, get in the habit—starting today—of getting to know people. Which people? All people. Everywhere. At all times. Without fail.
  • Second, smile during every personal interaction. Even the hard ones. Especially the hard ones. At all times. Without fail.

If you see a name tag on the young person who hands you a latté, use his/her name in the conversation. You just got a vote. Use the server’s name twice in that conversation and you’ll double your count because he/she will mention to others (co-workers) how courteous you were and how unlike the typical customer.

Head over to grab your dry cleaning and say hello to the seamstress who smiles at you. Learn her name. Next time, use it. That’s another vote.

What does this have to do with selling print?

Repeat this habit all day, every day and watch your sales grow.

Practicing the skill of getting to know new people develops a muscle. Simply smiling when you are going about the many interactions in your day puts you in the habit of bringing a positive message to each and everyone with whom you come into contact. That instantly makes you popular. That generates referrals. It attracts business. It just happens automatically. Magically.

Who wouldn’t want to do business with a positive, smiling person? Your name gets shared with co-workers and others within each contact’s network. And business grows.

But wait. There’s more...

It’s all free. That’s right—free! All you need to do is meet greet, and smile. Ready? Go!

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