Open Enrollment | Subscribe to Printing Impressions HERE
Connect
Follow us on
Advertisement
 
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."

 

The Big Questions I’d Like Answered

4
 
Ordinarily, blogs are about answers. We come up with questions in our heads; questions that we Wile E. Coyote type super geniuses think our readers might ask us and then go about spewing answers in 250-500 words.

This time, I’ve got the questions. Do you have the answers?

Here’s a random list, a brain download of things that I wonder about coupled with queries from customers. Answer them if you like, or just read them and smugly know the answer but refuse to Comment. Your choice. I just need to get them out of my head,

• Why am I not selling more?

• Who was the guy who told us there was an untapped market for digital printing? I want him found and beaten!

• Why is no one answering the phone these days?

• What is the emotion behind a buyer’s “We already have a vendor.” objection?

• What is the most important skill a print sales rep can have?

• When did life get so busy?

• Why DO fools fall in love?

• What is the best first step in a prospecting process? Is it a letter or an e-mail?

• Why do some sales people sell $2 million and others $200,000 using the same number of hours in the day, selling the same services, and selling in the same market?

• What exactly is a “free moment?”

• What is the best use of my time RIGHT NOW?

• Were the old days really better? Easier?

• How can someone sell a job for half of my quote and stay in business?

• Can someone explain Sirius radio’s strange affection for and subsequent overplaying of Rod Stewart songs?

• Where does the day go?

• What percent of the time when a client says, “Your price is too high.” are they telling the truth?

Well, that’s it for now. Pick a question and answer it. Or, post a Comment and ask your own.

I’ll do my best to answer that first one in a March 2 Webinar. Details and sign up is on my Website at www.AspireFor.com.
 

Industry Centers:

4

COMMENTS

Click here to leave a comment...
Comment *
Most Recent Comments:
Steve - Posted on March 01, 2011
* Why is no one answering the phone these days? My short answer to this is because they don't have to. But I think the mentality has more to do with the technology we are surrounded by. When we all become accustomed to the pace of communicating with formats like smartphones and emails, it allows us to postpone talking or writing until we are mentally ready. Technology gives the individual more control over the timing of their response, and I think it translates to phone etiquette as well. * What is the emotion behind a buyer’s “We already have a vendor.” objection? Reluctance to change, fear of the unknown and most common, "If it aint broke, why fix it?" A vendor is more likely to catch a new client via a job switch from their client than to break through the wall of disinterest that is a prospect with vendor choices already in place.
Dave Schrup - Posted on February 25, 2011
I always like to tell customers that after 25 years in the business, i don't have all the answers but i am getting close to knowing all the questions (it's more fun answering than telling). You have added a few more to my list.
Shirley - Posted on February 24, 2011
You should have asked Eddie these questions before you left Orlando... There are no "free moments"...they are all bought & paid for!
lizzy zinn - Posted on February 24, 2011
You forgot: Where do babies come from? When does life begin? Chicken or egg? Coated or uncoated?
Click here to view archived comments...
Archived Comments:
Steve - Posted on March 01, 2011
* Why is no one answering the phone these days? My short answer to this is because they don't have to. But I think the mentality has more to do with the technology we are surrounded by. When we all become accustomed to the pace of communicating with formats like smartphones and emails, it allows us to postpone talking or writing until we are mentally ready. Technology gives the individual more control over the timing of their response, and I think it translates to phone etiquette as well. * What is the emotion behind a buyer’s “We already have a vendor.” objection? Reluctance to change, fear of the unknown and most common, "If it aint broke, why fix it?" A vendor is more likely to catch a new client via a job switch from their client than to break through the wall of disinterest that is a prospect with vendor choices already in place.
Dave Schrup - Posted on February 25, 2011
I always like to tell customers that after 25 years in the business, i don't have all the answers but i am getting close to knowing all the questions (it's more fun answering than telling). You have added a few more to my list.
Shirley - Posted on February 24, 2011
You should have asked Eddie these questions before you left Orlando... There are no "free moments"...they are all bought & paid for!
lizzy zinn - Posted on February 24, 2011
You forgot: Where do babies come from? When does life begin? Chicken or egg? Coated or uncoated?