This column first appeared in Printing Impressions January 2018 © Bill Farquharson When you first start out in sales or as a selling owner, anyone with a pulse is your customer. Reaching across the desk, you apply to fingers to the wrist and if you feel a lub-dub, lub-dub, they are a prospect. Because you’re […]
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This column first appeared in Printing Impressions April 2018 © Bill Farquharson It’s dinner time and you are famished. You weren’t hungry for Chinese food until someone said the trigger words, “Chinese food” and now you can’t get it out of your mind. So, with an intense craving that you didn’t have 10 seconds ago, […]
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This column first appeared in Printing Impressions December 2017 © Bill Farquharson Years ago, Joe Davis, the CEO of Consolidated Graphics pulled me aside to discuss a problem: “50% of my sales team does not respond to any form of outside stimuli. I cannot get them off of the dime. That is, I cannot figure […]
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This column first appeared in the Titanic’s in house magazine © Bill Farquharson I wrote this piece back when I worked as a steward on the Trade Association Titanic and it caused quite a stir. One member called the captain of the ship to vigorously complain. I ended up calling him directly and we agreed […]
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This column first appeared in Printing Impressions November 2017 © Bill Farquharson Based on a true story…An RFP arrived in the mail (or, RFQ if you prefer, “Request for Quote” over “Request for Proposal”). The sales rep looked it over and gave it quick consideration before choosing his response: He wrote, “No, thank you” across […]
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This column first appeared in Printing Impressions June 2017 © Bill Farquharson A better title for this column might be, “Top Ten (I Didn’t Know That Was a Mistake) Mistakes (That Were 100% Preventable, You Know) Make with (Future Ex) Customers” but the editors felt the font would be too small to be readable, so…First, […]
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This column first appeared in Printing Impressions December 2017 © Bill Farquharson Welcome to CSI Print Sales. We’re a small micro-unit of the big city crime-solvers who investigate wrongs and make them right. Today, we will do a forensic study on a sales subject that frequently causes the death of an order: “Your price is […]
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This column first appeared in Printing Impressions July 2017 © Bill Farquharson Hi, Al. It’s me. How are you? Hey, I’ve got a problem rep and I’m thinking about letting her go. Since you were my sales manager and mentor all those years ago, I thought you might be able to provide some clarity. Do […]
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This column first appeared in Printing Impressions April 2016 © Bill Farquharson Hi, Al. It’s me. How are you? Hey, I’ve got a problem rep and I’m thinking about letting her go. Since you were my sales manager and mentor all those years ago, I thought you might be able to provide some clarity. Do […]
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This column first appeared in Printing Impressions March 2015 © Bill Farquharson It’s no wonder more and more people are “cutting the cord” and getting rid of cable. Aside from the expense and a typical customer service experience that makes a trip to the Department of Motor Vehicles feel like a ride at Walt Disney […]
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