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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 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:

Why Your Sales Meetings Suck

Foreheads hitting desks during sales meetings should be a sign: You need to do something. Bill Farquharson has some thoughts on that subject.  Read More >>

Industry Centers:

Honesty! What a Concept!

Doing the right thing is not always the popular thing. Do you remember your mother telling you that? In case you've forgotten, Bill Farquharson reminds you in this week's blog.  Read More >>

Industry Centers:

Yelp Can Help, But Oy Can It Destroy!

Online reviews—if you haven’t figured this out already—can make or break you. One favorable comment has the potential to tip the scales in your direction. One negative comment, however, can take you down in ways you cannot see and might never know about.  Read More >>

Industry Centers:

The Joy of Work

You have a choice: Just do the job or do the job with Joy. In fact, you should be doing your job like Joy. Who's Joy? Find out in this week's blog by Bill Farquharson.  Read More >>

Industry Centers:

Why Choose Sales?

Need a reminder of why you went into sales? Or maybe you are thinking about making the jump and need to know that you aren't crazy after all. This week's blog from Bill Farquharson is for you!  Read More >>

Industry Centers:

The Best Way to End Your Day

What's the last thing you should do before you leave the office? Follow the advice given to NAPL's Bill Farquharson from 31 years ago and leave with a good feeling.  Read More >>

Industry Centers:

What's Wrong with Your Competition?

You asked the customer whom they are currently printing with and you hear a response. What happens next can be a deal breaker. Learn more in this week's blog by NAPL's Bill Farquharson.  Read More >>

Industry Centers:

A Sales Rep's Biggest Fault

What would you say is your number one fault as a salesperson? Time and time again, this question is asked and time and time again the answer comes back...that is the subject of this week's blog by NAPL's Bill Farquharson.  Read More >>

Industry Centers:

Memorable: The Screaming “Sales Rep”

Salespeople come in all shapes and sizes and have a multitude of styles. Give them a beer, Cracker Jack, or cotton candy to sell, put them at U.S. Cellular Field in Chicago, and you have the makings of an entertaining night of sales. Read all about it in this week's blog from Bill Farquharson.  Read More >>

Industry Centers: