The Sales Challenge

Bill Farquharson is a Sales Trainer and Business Development Coach for the Graphic Arts and the president of Aspire For ( Bill can be reached at (781) 934-7036 or

Of all the ways to answer the question, “Why aren’t you selling more?” one of the more curious is, “Because I have a huge account.”

Do you remember Cliff Clavin from the fictitious character from the television series “Cheers?” There is a sales lesson here.

You pick up the phone to make a call. A longtime customer answers and after just a few moments of conversation says to you, “What’s wrong?” As far as you know, everything’s fine so you are confused. What just happened? Read Bill's blog this week to find out.

While Bill is busy writing checks for his oldest daughter’s July wedding, Kathryn Jane Farquharson stands in for him and delivers a message on how to meet your 2018 sales goals. Take it from someone who has accomplished two of the most difficult tasks imaginable - quitting smoking and massive weight loss - you are going to need help.

Somewhere down on his resume, the great Yoda must have some sales management experience for in "The Empire Strikes Back," he teaches a valuable lesson to a disbelieving Luke Skywalker. So that you don’t have to endure the commercial-laden version currently showing on television, Bill has incorporated it into this week’s blog.

Not a day passes without a dangerous thought crossing the mind of every salesperson: "You could fail." It comes with the job and even the best of the best have self-doubt. The best cure for this comes from the power of the pen. With a few strokes of encouragement, sales managers have the power to beat back this defeatist attitude and best of all, it’s free. Read more in Bill's blog.

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