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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."


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:

Ever Ask Your Reps This Question?

A salesforce that feels heard becomes connected with the company. Since most reps have an entrepreneurial approach to their jobs, this is no small accomplishment. Asking, “What’s wrong?” honors the sales rep(s) with respect. That feeling manifests itself in a number of positive ways. Good things happen when you feel a part of the team.  Read More >>

Industry Centers:

Step One: Get Organized!

Looking for a starting point for 2014? Still stuck in holiday mode? In this week's blog, Bill Farquharson offers up a starting point.  Read More >>

Industry Centers:

Do You Listen Like a Fifth Grader?

You remember fifth grade? What happened when the teacher asked a question? Don't replicate that in your sales call, but do read about it in this week's blog by Bill Farquharson.  Read More >>

Industry Centers:

No Print? No Problem!

So your customers aren't printing as much. Big deal! See every problem as an opportunity and take a different tact, starting with what's in this week's blog by Bill Farquharson.  Read More >>

Industry Centers:

The Voicemail Award

They give awards to celebrities, athletes and do-gooders. Why not an award for ignoring sales calls? Read about The Voicemail Award in this week's blog by Bill Farquharson.  Read More >>

How to Negotiate, Chinese Style

For reasons other than to learn to negotiate, China should be on everyone’s Bucket List. But if you go, do visit the so-called, “Fake Markets” and sharpen your skills. You will leave with a lesson for life and a beautiful Rolex watch.  Read More >>

Industry Centers:

First Order Screw Ups

There is no good time for a job to go bad and there was no worse time than what happens to a new customer and a first time order. You, the salesperson, have a role in its prevention. Read all about it in this week's blog from Bill Farquharson.  Read More >>

Industry Centers: