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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."


What Would You Recommend?


On a conference call last month, one of the participants asked the group’s advice on a sticky situation he found himself in.

Advice was requested and we had a lively discussion debating what he should do and possible outcomes. Last week I received a phone call from that rep and he told me what he did and how the client reacted. I thought you might like to play Sales Coach in this week’s blog.

How would you assess the following:

The situation:

  • A print sales rep is asked to submit a proposal, but not just a price. This proposal had to do with creating a mock-up for a new solution;
  • The client made the request of other print companies as well;
  • The contact making the request said she’d be, “Showing it to her boss” and asked that the mock up be dropped off and left;
  • The rep has no other history with this prospect;
  • The rep said he’d be much more comfortable meeting with the Contact and her Boss but was denied. She wanted it left at the front desk.

The question is, do you leave the mock up and run the risk of the Contact quoting out your idea or do you present it in person but not give it to her to show the boss? Each option has consequences.

Well? What would you recommend?

I am going to post the outcome in next week’s blog. If you absolutely cannot wait that long, e-mail me and I will let you know what happened.

Thanks for playing.

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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