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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 Three Most Important Selling Months of the Year

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I have two stock blog posts every year and this is one of them.*

The selling cycle in print is roughly three to six months. That is, the new business work that you will write in August came from effort you put in dating all the way back to February.

Why?

It takes time to identify prospects, start the prospecting process, get an appointment, identify and solve a problem or simply quote a job, and have it rewarded to you.

If you believe that fact, keep reading. If you don’t, continue up the River Denial and enjoy the rest of your summer.

Coming up are the three most important months for prospecting in the entire year: September, October and November. Simply put: what you do or don’t do it in that roughly 90-day period will determine how your 2013 ends and how your 2014 begins.

Simple as that.

This being the first week of August, I wanted to give you that heads up.

Here’s a good exercise for you to get prepared for that time period: Picture where you want to be the day after Labor Day. What kind of momentum do you want to have? What do you need to do between now and then to get ready? Make a list.

When that day comes, arrive at the office early with the attitude that you will put maximum effort into your selling starting now and continuing through the end of November.

Every year I give this advice and every year it bears fruit for those who heed these words.

Six months from now when you have completed a record month in January, write me a quick note of thanks for the advice I am giving you today. If you can’t find anything to write on, use a $20 bill. I don’t mind.

* The other one will come November 1. Be patient.

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