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."
This particular Blog is primarily for sales managers and company presidents...anyone who runs a sales meeting, actually. It’s me writing this but I think I am speaking for most of my fellow salespeople when I admit this. It has to do with the sales meetings you run.
We’re not paying attention. We look like we are. But we’re not. We are bored out of our gourd. Why?
Think about your audience. If we were built for sitting in meetings, would we even be in sales? We want to sell! You have pulled us off of the field, usually during prime selling time, to talk to us about things like, why aren’t we selling more and how come nothing gets done around here? Valuable questions, but we are ADD-ridden (Squirrel!!!) and would rather do ANYTHING but sit and listen for what seems like, and often is, hours. Here are some thoughts on how to counter (because I don’t think you will ever defeat) this issue.
I choose the name of the Friday Webinars that I do with the fabulous Kelly Mallozzi carefully: Short Attention Span Webinars. Keep that in mind when you are running your next sales meeting.
Hey, look. Something shiny!
Bill Farquharson is a Vice President at NAPL. His training programs can drive the sales of printed reps and selling owners. Contact him at (781) 934-7036 or firstname.lastname@example.org.