The Sales Challenge

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."

Now that Spring has sprung, let’s clear the way for some sales growth by whipping out the leaf blower and making room for the seeds of growth to emerge. Bill Farquharson explains a process for spring cleaning your sales life in this week’s blog.

Your heartbeat probably doesn’t flutter when you walk past a printing press. But to a customer, it’s a magical device. It’s a wonder to behold. It’s a half day off to go on a plant tour. Read why this can be a unique selling opportunity in Bill Farquharson’s blog.

It’s clear that new reps need training. It’s obvious that reps with greater potential need coaching. It’s dangerous that top reps get ignored. Read more in this week’s blog by Bill Farquharson and then join the conversation and add your comments.

Someone asks you a question. Do you think first and then answer or just start talking and let the answer work itself out? Read this week’s blog by Bill Farquharson. He had some fun with his answer to the question.

Welcome to Bill Farquharson's sales neverland blog, where the seven "Nevers" of sales are laid out. Well, actually only six. The seventh one is up to you. Read on...

You can make a call on a billion dollar company. No fear. You can negotiate with the sharks. No problem. You are asked to give a speech. NO WAY! It’s the number one human fear. It’s also the subject of Bill Farquharson’s blog this week.

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