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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."


The Most Terrifying Moment in All of Sales

What is the scariest part of sales? Is it the certainty of impending rejection? Is it talking to strangers?

What is the most terrifying moment in all of sales? Is it that brief span of time after you deliver a price and before the customer gives you the verdict? Is it walking the Green Mile which leads to your manager’s office after he or she has called you in to discuss a bad sales month?

The answer: None of the above.

The most terrifying moment in all of sales comes when the prospect you are calling on picks up the phone and says “Hello?”

Hello? What you mean, Hello?

I was not expecting you to answer. I was expecting and was prepared for only voicemail. You have totally messed me up by answering your phone.

We are so conditioned to getting voicemail that when we finally hit the lottery and speak to a live person, we oftentimes aren’t prepared.

Worse still, it’s not out of the question that we’ve forgotten who we were calling because, while waiting for the inevitable, we switched screens on our computer to check our email or pulled out our cell phones for a quick game of Angry Birds.


The day will come when a prospect you seek will have the audacity to pick up the phone and say, “Hello?” Be prepared.

Oh, the horrors.

Weekly Sales Tips, free Short Attention Span Webinars, and sales training material can be found at Bill can be reached at 781-934-7036 or

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