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."

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.

Look around your desk. How many lists do you have containing tasks to be accomplished? You probably have more on your computer, don’t you? Amazing how that happens. In this week’s blog, Bill Farquharson provides an old method of cutting the list down.

There is no question that it is extremely difficult to eat healthy and to live a healthy lifestyle. But a Healthy Salesman feels better about himself and that will radiate through his sales approach. In this week's blog, Bill Farquharson explains that there are no downsides to being The Healthy Salesman—except one.

Having just left an appointment with the prospect, you feel good. But what comes next? How should you follow up and how often? And what should you say? In this week’s blog, Bill Farquharson gives the answers.

If you think your job is over once the order ships, think again. There’s a reason why they call it the "Sales Cycle." In this week’s blog, Bill Farquharson gives you a strategy for what to do when you think you’ve already done everything you need to do.

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