Without This, Don’t Bother Being in Sales

Mel Fisher knew it was there. Somewhere. “It” was the Atocha, a Spanish ship that sank off the southern coast of Florida in 1622. All he had to do was find it and he would be able to get his hands on its treasures—namely silver and gold coins, Colombian emeralds, and other valuable artifacts. And so, Mel searched.

And searched.

And searched.

Every day that he got on the ship he effectively sent the same message to his crew: “Men, today’s the day.” Every day for 17 years. That’s how long it took him to find the Atocha and what turned out to be $450 million worth of treasure.


Her name was Cha Sa-soon and she wanted to learn how to drive so that she could take her grandchildren to the zoo. So, Ms. Cha enrolled in a class at the Jeonbuk Driving School in South Korea.

Similar to here in the States, getting a Korean driver’s license requires passing a road test and a written test. Ms. Cha passed the road test with flying colors. However, she failed the written test. Naturally, she took it again. Unfortunately, she failed again. So she kept trying; and she kept failing. Finally, she passed.

On her 960th try.


If my house was on fire and I had time to save only one thing, I would run past my computer, leave all the pictures behind, and scramble to find a Father’s Day card that my daughter, Madeline, gave to me two years ago. In it, she spoke of the number of times I was knocked to the canvas and the number of times that I got back up. It is one of my most prized possessions.

I didn’t search for gold for 17 years and I got my driver’s license on my first try, but I know the definition of perseverance firsthand. I know how important it is; and I know that I would not be here today without it.

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."
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  • Dan Halmar

    You’ve inspired us with good words and good stories. No excuses, and it ain’t rocket-science or brain surgery…just grit. Thank you for the challenge.

  • Schrupman

    Bill you have hit the proverbial nail right on the head. A year and a half ago I lost a significant portion of work from my largest customer. I was devastated, having spent 11 years building relationships and expanding contacts throughout the organization. Taking a deep breath and really doing some serious soul searching (as well as digging deep into the "Farq" book of knowledge) I was able to refocus on the positve aspects of how I grew the account. I was able in the last 18 months to bring in new accounts and expand existing asccounts to not only fill the void but as of the first two quarters of this year my sales are up over 26%, the last 12 months over 38%! Wisdom & success comes not only from experience but also from having 360 degree vision.