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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."

 

That's Crazy Talk or Is It?

Did you hear the one about the guy from Seattle who wants to deliver your next package via a drone? That’s crazy talk! That’s good! Are you thinking crazy? You should be! Find out more in this week’s blog by Bill Farquharson.  Read More >>

Industry Centers:

'No.' Get Used to It.

How does the word, "no" effect you? Is it a hand in the face? A roadblock? The end of the line? Or does it pass through you like a ghost in a Harry Potter novel? Your ability to handle or ignore that word will largely determine your success in Sales. Find out more in this week’s blog by Bill Farquharson.  Read More >>

Industry Centers:

Your Sales Warning Report Card

Well, it’s finally here! Today is a very special selling day, probably the most important of the year. Bill warned you back in July. Did you listen? If not, take his advice today from this week’s blog.  Read More >>

Industry Centers:

How to Steal a Customer

You are asked to bid a job but you lose. Game over? Absolutely not! You could still steal this customer. Find out more in this week’s blog by Bill Farquharson.  Read More >>

Industry Centers:

Confidence. The Sales Aphrodisiac

Some top salespeople have natural abilities that others don’t, thus allowing them to succeed. It’s not fair but it’s true: there is a sales gene. One trait, however, is within your control to display and it is the subject of this week’s blog by Bill Farquharson.  Read More >>

Industry Centers:

How to Make More Money

Earn. Spend. Earn more. Spend more. Sound familiar? Want a different outcome? Read how to finish a month with money in your pocket in this week’s blog by Bill Farquharson.  Read More >>

Industry Centers:

How to Lose a Sales Rep

Lost another sales rep, huh? What’s wrong with...you? Find out how to stop the cycle of madness in this week’s blog by Bill Farquharson.  Read More >>

Industry Centers:

Summer Sales Checklist

It’s coming. In fact, it’s almost here. The three most important selling months of the year are just five weeks away. Get busy! Make ready! Follow the advice in this week’s blog from Bill Farquharson.  Read More >>

Industry Centers:

Love, "American Idol" Style

"It’s easy to grin as your ship comes in,” said Judge Schmails in "Caddyshack." That is, the view from the top is wonderful. However, getting there requires not only hard work but improvement and a response to the critique of others. In this week’s blog, Bill Farquharson wonders what happens to honesty as a sales career progresses.  Read More >>

Industry Centers:

One Bad Sales Month, No Problem

Ever have a bad sales month? Naw. Not this readership! Well, just imagine it, then. Now imagine its lack of importance. That’s the subject of this week’s blog by Bill Farquharson.  Read More >>

Industry Centers:

Planting the Sales Seed

July is way, way too early to be talking about and making plans for the holidays. Or is it? Read a sales idea from Bill Farquharson in this week’s blog.  Read More >>

Industry Centers:

The Problem Gremlin

He lives in your shop. He is in your computer. He rides the UPS truck. He does everything he can to make your life miserable and there’s nothing you can do about it. And if that’s not a great intro to a blog...  Read More >>

Industry Centers:

The Showstopping Question; Integrity

In the middle of a conversation, I asked a question that seemed to make the planet stop spending. It came out of me so fast, that I couldn’t stop it. But I stopped long enough to write down what happened and what followed and what I said and it’s in this week’s blog.  Read More >>

Industry Centers:

You’ve Failed! Well Done!

Hey! I heard you embarrassed yourself on the phone today. This after screwing up that appointment yesterday. That’s good work, rookie. You are on your way to sales stardom! Read more in this week’s blog by Bill Farquharson.  Read More >>

Industry Centers:

Beating Call Reluctance

If you are sweating already just reading the TITLE of this blog, this blog is for you! Follow Bill Farquharson’s advice and silence that voice in your head that tells you to be scared of cold calling.  Read More >>

Industry Centers:

A Simple Act of Selling

At the end of this day, consider how many casual conversations you had and think about how many times you could have handed someone a business card and said, “Who does your printing? Packaging? Labels? Signage?” Whatever. You should be giving away cards the way Andrew Carnagie gave away libraries.  Read More >>

Industry Centers:

You Need a Vacation!

A blog on how to go on vacation? Really? Yes, really! Not that he follows his own advice, but Bill Farquharson has lots of it when it comes to getting your rest.  Read More >>

Industry Centers:

Help Wanted: Will Work for Resumé

Need an extra pair of hands around the shop? In this week’s blog, Bill Farquharson has an idea for you. By employing an Intern for either the summer or year-round, you get an extra pair of hands to attack the tasks that otherwise would not get done. The Intern earns a little cash and gets some business experience. Sweet!  Read More >>

Industry Centers:

Do Twice as Much Listening Than Talking

You are a fascinating person, one who tells amazingly interesting stories. The world is anxious to hear your thoughts and opinions. But not today.  Read More >>

Industry Centers:

Applying Bucket List Thinking in Sales

How’s your prospecting going? Is it in balance or is the ship lilted to one side? In this week’s blog by Bill Farquharson, the concept of equality is introduced and an exercise that will help you take your new business pulse.  Read More >>

Industry Centers: