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."
Tale of 11 Toothbrushes, Purging and Motivation
My day started, but I was in a rut. Coffee failed to provide the spark I needed to be Mr. Motivation. As I reached for my toothbrush, I stopped, stunned and puzzled by what I saw: There were 11 toothbrushes in my bathroom.
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See Kati Fly. Fly, Kati, Fly!
I love people who love what they do. Those who are blessed with passion and a love for their jobs make everything better and infect those around them. Apple has figured it out. The company has figured out another form of payment: Praise.
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A Timeline of Time: You Want it When?
Having sold prior to the launch of the Internet, I am constantly amazed at what today’s sales reps take for granted. Many moons ago, I sold business forms. The delivery times we posted now seem like an April Fool’s joke:
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Tooter the Turtle Tries Printing Sales
“Oh, Mr. Wizard, I don’t wanna be a print salesman!” Too bad. If Tooter only realized that while print is not dead, merely “selling print” is. In order to succeed, you need to see yourself as a Business Growth Strategist.
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How to Read the Wall Street Journal
A sales manager does a double take as he walks by his rep’s cubicle. The rep is leaning back in his chair, feet up on the desk and reading the Wall Street Journal. Trying to control his anger, the manager sarcastically asks, “And what are YOU doing?”
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