This column first appeared in Printing Impressions August 2012 © Bill Farquharson Ask 100 salespeople, regardless of what they sell, “What is the hardest part about your job?” and you are likely to hear answers that won’t surprise you: Beating voicemail, Overcoming the price objection, and managing time. Consider them to be the Sales Triathlon. […]

This column first appeared in Printing Impressions August 2012 © Bill Farquharson Ask 100 salespeople, regardless of what they sell, “What is the hardest part about your job?” and you are likely to hear answers that won’t surprise you: Beating voicemail, Overcoming the price objection, and managing time. Consider them to be the Sales Triathlon. […]

This column first appeared in Printing Impressions June 2012 © Bill Farquharson Can you imagine going to a restaurant, dropping your fork on the floor during the meal and being charged for its replacement? Of course not! What about filling up at the gas station and paying extra to have your oil checked or your […]

This column first appeared in Printing Impressions September 2011 © Bill Farquharson Technology is amazing. You can buy an app (Star Walk) that allows you to hold an iPhone to the night sky and, in real time, move it around to identify stars, planets, and constellations. You can use Skype and have face to face […]

This column first appeared in Printing Impressions June 2011 © Bill Farquharson Imagine having a gnome sit on your shoulder and whisper negative thoughts into your ear. All day long, you’d hear comments that would keep you from doing good things and urge you to do bad things. He’d tell you why it won’t work, […]

This column first appeared in Printing Impressions March 2011 © Bill Farquharson Greetings from the future. Printing Impressions has asked us here at Robosales, Inc. to submit a report on our newest Cyborg offering: The Perfect Sales Rep. That’s right, you can now custom-build your own sales person from the wing tips up or the […]

This column first appeared in Printing Impressions March 2011 © Bill Farquharson Indiana Jones was a stalwart hero in his quest for artifacts worldwide. It’s a little known fact that when he retired, he went into sales management for a print company outside of Washington, DC. Given the fact that he routinely dodged poison darts, […]

This column first appeared in Printing Impressions February 2011 © Bill Farquharson Imagine being on a football team. You are on offense and your quarterback gives you a play to run. “24 Blue. On three,” he shouts. The team lines up. The QB points at the middle linebacker (for reasons unknown). Defensive players shuffle to […]

This column first appeared in Printing Impressions December 2010 © Bill Farquharson Good morning and thanks for coming by on such short notice. We’ve been speaking to a great number of printing sales people and selling owners and, well, quite frankly they are not happy about a few things. We felt it best if we […]