Open Enrollment | Subscribe to Printing Impressions HERE
Follow us on
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 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:

How to Write a Wicked Good Blog

How can you NOT read a blog titled, “5 Things to Say to a Printer If You Want to Get Your A$$ Kicked?” Writing a good blog is the easy part. Getting people to read it? That’s a trick. It’s also the subject of this week’s piece from Bill Farquharson.  Read More >>

Industry Centers:

Trust Me. I’m in Sales.

How does one sell trustworthiness? If you are approaching a new client, trust is a must if you want to get in the door. Salespeople don’t exactly have the best reputation for this kind of thing, which makes it all the more difficult. Learn how to build trust in this week’s blog by the trusty Bill Farquharson.  Read More >>

Industry Centers:

What Dogs Can Teach Us About Sales

The model sales rep might be at your feet already. Dogs are born salespeople and we can learn a lot from watching their approach. That’s the subject of this week’s blog from Bill Farquharson.  Read More >>

Industry Centers:

What Would You Recommend?

So you think you want to be a Sales Coach, eh? You think you’ve got what it takes to dole out valuable advice? In this week’s blog, Bill Farquharson outlines a selling situation and asks for YOUR advice.  Read More >>

Industry Centers:

Your Price Is Too High

An appropriate blog for the day, and one of the all-time favorite sales stories that Bill Farquharson has in his arsenal.  Read More >>

Industry Centers:

Customer Service in the 'Mom' World

If only we could all live by the mantra, “What would mom have us do?” Life would be easier. We would all take naps. And customer service, the subject of this week’s blog by Bill Farquharson, would be an awful lot better.  Read More >>

Industry Centers:

The Non-Salesperson Salesperson

Don't be afraid to say to someone, “I am not a salesperson.” If you are a good listener and ask good questions, if you have good follow-up and are detail oriented, and if you are not afraid of rejection, you can succeed as a non-salesperson’s salesperson.  Read More >>

Industry Centers:

Your Miranda Sales Rights

Have you read your prospect his or her Miranda Sales Rights? Good. Don't. Learn how to use what a client says to your vantage in this week's blog by Bill Farquharson.  Read More >>

Industry Centers:

How to Make Five Calls a Day

"Anyone can make five sales calls a day. Anyone." Those words would come back to haunt Bill Farquharson, as discussed in this week's blog.  Read More >>

The Sales of the Walking Dead

Your future business will come from three sources: Your top 10 customers, your top 10 prospects, and The Dead Pool. Read this week's blog by Bill Farquharson to learn more about this third source.  Read More >>

Industry Centers:

The Hardest Part of Sales

What's harder than beating voice mail, more difficult than overcoming the "Already have a vendor" objection, and is a bigger challenge than gaining an appointment? Why, that's the subject of this week's blog by Bill Farquharson of course.  Read More >>

Industry Centers:

What to Do When You Are REALLY Down

Beyond that bump in the road that all sales reps and selling owners feel is a dark place of despair, the level of doubt and fear is overwhelming. This, a very personal blog from Bill Farquharson, is a tactic for getting back from that place and soaring to new heights. All in about an hour!  Read More >>

Industry Centers:

THE Biggest Print Sales Issue Today

Can't beat voicemail? Can't overcome objections? Having trouble finding the time to sell more? None of these issues compare with the subject of this week's blog by Bill Farquharson.  Read More >>

Industry Centers:

What Banks Can Teach Printers

Good customer service and a quick response to questions can be important, but connecting with a client electronically is critical to achieving customer loyalty. Either that or you can give out toasters all day long.  Read More >>

Industry Centers:

My Sales Concussion

I am still recovering from my Sales Concussion. Year after year, I am fortunate to be smarter and more confident than the previous year. Of course, there is still the risk that I will slip into a coma (i.e., upper management), but with any luck the healing will continue for a long time to come.  Read More >>

Industry Centers: