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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 Phone Is Not Ringing. Help!

“I am tired and stressed. The phone is not ringing. Tough day. Very discouraged.”

That was the message I recently read from one of my training clients. Because it was an e-mail and not a phone call, I was unable to deliver a response that would have helped. Had he called, I would have offered the following advice:
  • Suck it up. This is a part of sales!
  • It’s temporary. This, too, shall pass.
  • “The phone is not ringing.” What’s THAT about? Since when does a sales rep wait for the phone to ring?
  • Do your job…
  • ...every day…
  • ...make your calls…
  • ...every day…
  • ...that way, though you might still be tired and stressed, you will at least have the satisfaction that comes from knowing that you have put in the effort.

After that, I suggest that you have a short memory. Golfers and goalies need to have short memories. There is always another hole or shot coming up, so they cannot dwell on the past. Neither can you. Leave the past at the office. Go home, get some rest. Get back at it tomorrow.

Now if this kind of temporary lull turns into a habit, I’d say you have a bigger problem and you need to ask yourself three questions:

1) Am I working hard enough?

2) Am I calling on the right kinds of accounts?

3) Am I saying something of value to the customer?

Short term, I’d say the key is to focus on your sales activities. Longer term, focus on the quality of those activities. Bad days happen. If selling was easy, everyone would do it.

Check out Bill’s four free recorded webinars at or contact Bill at (781) 934-7036.

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