This column first appeared in Printing Impressions April 2020 © Bill Farquharson Emma Louise, a Cornell University graduate student accompanied her father at a tradeshow. To call this a “print” tradeshow would be both unfair and inaccurate. Sure, print was present but it was displayed in many ways and on various substrates. The entire show […]
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This column first appeared in Printing Impressions January 2019 © Bill Farquharson “Sales meeting.” No two words in the English language cause a reps’ eyes to roll more than these. They will feign sickness or claim an emergency client meeting in order to avoid what they are sure will be a horrible experience. Then, when […]
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This column first appeared in Printing Impressions March 2019 © Bill Farquharson In his 2014 Academy Awards acceptance speech for Best Actor, Matthew McConaughey famously stated that his hero was a future version of himself. His exact words were, “Me in 10 years. That’s who I chase.” Think about the sales person you were 10 […]
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When you are just starting out, everyone is a prospect. Identifying the right target market requires a sales rep only to reach across the desk and check for a lub-dub, lub-dub sensation in the wrist. Beggars can’t be choosers and Newbies put up with a lot in order to gain a sale.
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This column first appeared in Printing Impressions July 2019 © Bill Farquharson Google the phrase, “Would you rather” and you will find a bevy of difficult questions posing two options and asking you to pick one. They are not easy for both have consequences. There are many different versions of this exercise, one for kids, […]
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This column first appeared in Printing Impressions September 2019 © Bill Farquharson He is Norm. Norm is a competitor of yours. As you size up the landscape of other printers in the area, he is just average. He is normal. He is Norm. As you work to increase your sales business, understand this: Norm is […]
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This column first appeared in Printing Impressions December 2019 © Bill Farquharson Over the course of a sales career, you will experience landing the kind of humungous account that will make you feel like you are standing at the top of a mountain, thrusting your arms to the sky and taking a victorious stance while […]
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This column first appeared in Printing Impressions March 2018 © Bill Farquharson The best the job of sales gets is when a solution is applied to a problem, clicking together like two puzzle pieces. “That’s a great idea” are magical words that precede the profitable sale and the handsome commission. But before the check is […]
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This column first appeared in Printing Impressions May 2018 © Bill Farquharson For the fifth consecutive time, you lose a bid. Same customer. Same result. “I’ll keep trying,” you tell the client over the phone as she delivers the bad news. “I appreciate the chance to provide pricing. Please let me know if there’s anything […]
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This column first appeared in Printing Impressions July 2018 © Bill Farquharson Before you go any further into this column, grab a pen and pad of paper and answer this question: Why aren’t you selling more? Make a full list of as many things as you can. When you’re done, proceed…Sales people who answer this […]
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