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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."

 

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:

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: