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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."

 

A Simple Sales Choice

Just before you move on to your next to-do item, make one simple choice that will dramatically impact your sales volume. What’s the choice you need to make? Find out more in this week’s blog by Bill Farquharson.  Read More >>

Industry Centers:

The Holiday Put Off

How do you respond when a prospect says, "Call me after the holidays?" This week’s blog by Bill Farquharson will give you a strategy which will result in an appointment.  Read More >>

Industry Centers:

The Best Sale You Shouldn't Make

Your phone rings. It’s a company calling you out of the blue looking for a price. Wait, what? Someone is calling me? Warning, warning, Will Robinson! What’s wrong with this picture? Maybe this is a sale that you don’t want to make.  Read More >>

Industry Centers:

Winter Sales Reading List

Thanksgiving conjures images of Norman Rockwell, family and football. It is a simple holiday that gets you back to basics and reminds us all of what is important. Going with that theme, this week’s blog by Bill Farquharson gives you a reading suggestion with a sales angle.  Read More >>

Industry Centers:

Social Media Marketing: The Bare Minimum

I am of the belief that sales prospecting would be made exponentially easier if there was a little help from the kind of marketing that comes from Social Media. The question is, how much and what kind. Since this is a blog and not a column, I will spare the fluff and cut to the chase.  Read More >>

Industry Centers:

Lessons from My Favorite Sales Ads

Luck favors the hard working salesperson. The luckiest reps are the hardest working reps. Create your extraordinary luck by putting in extraordinary effort.  Read More >>

Industry Centers:

Go Old School: Wear a Suit

If the job of Sales had a dress code, would you pass it or be arrested by the Fashion Police? How important is your look? Find out in this week’s blog by Bill Farquharson.  Read More >>

Industry Centers:

Why Christmas Cards Are a Terrible Idea

Are you thinking about sending Christmas cards this year? Don’t. Instead, listen to this perennial suggestion by Bill Farquharson.  Read More >>

Industry Centers:

The Most Important Sales Characteristic

If the most important sales skill is pre-call research ability, what is the most important sales characteristic? That question is answered in this week’s blog by Bill Farquharson.  Read More >>

Industry Centers:

Three Things to Know About a Prospect Prior to Picking Up the Phone

There is a thin line between success and failure when it comes to prospecting new accounts. Prior to beginning the process, it is essential to have the three pieces of information that are uncovered using the most important skill that a sales rep can possess as outlined in this week’s blog by Bill Farquharson.  Read More >>

Industry Centers:

The 'Ideal' Trade Show Question

You’ve spent all that money to attend a trade show. Prospects are walking by you but you don’t know what to say to engage them in conversation. Suddenly, you flashback to your junior high school days and those awkward dances where no one talked to each other. Had you known you were just two words away, everything would’ve been different. What are the two words? Find out in this week’s blog by Bill Farquharson.  Read More >>

Industry Centers:

List Maker. List Maker. Make Me a List

What’s the secret to time management? Simple. It's preparation. By knowing what needs to get done and in what order, you can be prioritized and prepared. All of this starts with a list. Actually, it takes more than that. Read all about it in this week’s blog by Bill Farquharson.  Read More >>

Industry Centers:

Watch Out for Your Customers!

You want to stay in touch with the customer and let them know that you are thinking of them. However, the "I'm calling just to check in" sales call is about as low quality as it gets. There is a better way and it is the subject of this week's blog by Bill Farquharson.  Read More >>

Industry Centers:

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: