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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."

 

Why Do We Mistreat Sales People?

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Let me rephrase that title: Why do WE mistreat sales people? That is to say, those of us in the print industry who receive unsolicited sales calls have a responsibility to demonstrate the kind of treatment we wish to receive.

We spend our day calling and leaving voice mail messages. Our prospects duck, dodge and hide from us, and we curse them under our breath. But then we do the same to those who call us. It baffles me. I mean, shouldn’t we set an example?

Last week I called close to 40 printers and selling owners to get them to sign up for this month’s Sales Challenge program. Many did. But of the dozens who didn’t and for whom I left a message to return my call, only Joe Foley from Foley Graphics extended me this courtesy. He called, told me he was involved in another project, and asked that I keep in touch. Now THAT’S a professional! Thanks, Joe. You rock!

Last summer I wrote a blog on this subject and a part of it bears repeating. The following is the sign that greets sales people as they enter Victor Graphics in Baltimore. It is framed at the door. Read it and then tell me what you think of the company.

Sales People Welcomed

You will receive courteous attention here, for we are mindful that our own sales people are making calls every day, seeking interviews and business just as you are. We are glad to have you call, because it is an important part of our business to keep in touch with new developments and changes in products and services. Can you tell us something new...something we should know...or show us how your goods or services can help us do a better job?

We shall keep you waiting no longer than is necessary. While here, please feel free to avail yourself or our facilities and telephones.

Thank you for coming to see us.
Victor Graphics, Inc.


Now, that’s what I’m talking about! Leaving voice mail after voice mail is no fun, but it is part of the job of being in sales. Every phone call you get deserves the same respect we’d like to receive, if for no other reason than to acknowledge the work of the sales rep calling you. Who knows, he/she might even have something worth your time!

Bill now has three free webinar rebroadcasts. Go to www.AspireFor.com for the complete line up!
 

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COMMENTS

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Most Recent Comments:
mj - Posted on May 11, 2011
Read this a few times and got me to thinking: Yes, I am guilty of this myself. Why? - Since I have to make calls I tend to be more critical and see if they have what it takes to get past me. - The generic/amateurs/robocalls that just buy lists and call us selling anything without knowing what we do and if we really need an outsourced payroll company since we only have 2 people that are on salary in our company. - Karma? If I am nicer to them will those other people that I am trying to reach be nice to me as well?
Kelly - Posted on May 11, 2011
This post makes me smile, and OH how I WISH there were more companies like Victor! (And people like Joe.) Thanks for the great reminder, Bill!
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Archived Comments:
mj - Posted on May 11, 2011
Read this a few times and got me to thinking: Yes, I am guilty of this myself. Why? - Since I have to make calls I tend to be more critical and see if they have what it takes to get past me. - The generic/amateurs/robocalls that just buy lists and call us selling anything without knowing what we do and if we really need an outsourced payroll company since we only have 2 people that are on salary in our company. - Karma? If I am nicer to them will those other people that I am trying to reach be nice to me as well?
Kelly - Posted on May 11, 2011
This post makes me smile, and OH how I WISH there were more companies like Victor! (And people like Joe.) Thanks for the great reminder, Bill!