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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."


Step One: Get Organized!

Two consecutive weeks with major holidays in the middle means that you likely have little to no momentum right now. You are, however, ready to begin your 2014 sales campaign.

It’s the first Tuesday of the New Year. You, however, are still blissfully in Neutral and unable to find any gear at all, never mind first gear. Hard to know where to start, isn’t it? Perhaps I can make a suggestion...

I don’t know why or how this works, but there is something motivational about the simple act of physically organizing your workspace. I, like all deranged benevolent dictators, have a workspace that consists of piles and notes and reminders. It’s not unusual for me to pick something up off of my desk only to reveal something beneath it that should have been done a while ago. Imagine how good it must feel, then, when I take the time to consolidate those notes and reminders and file those piles. I am left with one list and a lot of open real estate on my desk.

Net results: Joy, satisfaction, and most of all, motivation!

Organization is overrated but the act of getting yourself organized is one that has a fascinating effect on the organizer. In the time it takes to arrange and clean, you find that you have gone from useless lump to fearless warrior, ready to attack that list with a vengeance.

So, your next action after completing this blog is to grab a pad of paper, a pen, some Windex, and a few paper towels. Consolidate and organize, dispose and rearrange. You are on your way to getting back in the motivational saddle.

Yee Haw!

Bill Farquharson is a Vice President at NAPL. His training programs can drive the sales of print reps and selling owners. Check out his Sales Resources page and contact him at (781) 934-7036 or

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