This column first appeared in Printing Impressions September 2020 © Bill Farquharson Ah, human nature. There are things in life that are just predictable: The odds of a dropped piece of buttered toast landing face down. The chances of the driver you just screamed at for cutting you off being your next appointment. And the […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
This column first appeared in Printing Impressions May 2020 © Bill Farquharson There is a scene in the movie, Good Will Hunting, where its stars and co-writers Ben Affleck and Matt Damon are in a bar frequented by Harvard students. Affleck takes a run at starting a conversation with a young co-ed but his efforts […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
This column first appeared in Printing Impressions March 2020 © Bill Farquharson Watching a sporting event such as the Australian Open tennis tournament or a professional golf event or basketball or baseball or football and you will see two kinds of competitors. The first is the group possessing the kind of extraordinary talent and athletic […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
This column first appeared in Printing Impressions January 2020 © Bill Farquharson Have you ever played the parlor game, “Two truths and a lie?” It’s a great icebreaker for groups and even works if people know each other well. When they’re done, they might wonder if they really ever knew the person at all. Each […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
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.
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
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, […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
This column first appeared in Printing Impressions August 2019 © Bill Farquharson While it is valuable for a salesperson to ask questions — of him/herself, to and about customers, etc.— there are good questions and bad questions. Good questions are the ones that improve sales productivity, help understand what is being done well, and make […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
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 […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
This column first appeared in Printing Impressions November 2019 © Bill Farquharson You sit in a room full of other salespeople. Your competition, no doubt. One by one, a rep is ushered out of the room for their turn to impress. It’s an audition and everyone gets the chance to differentiate. To be special. To […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
This column first appeared in Printing Impressions October 2018 © Bill Farquharson Prospecting is a must. It’s a have-to. It’s as important as exercise, brushing your teeth, eating, stretching, and anything else that needs to be done on a daily basis. For as sure as the Patriots winning the AFC East for the 150th consecutive […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
Sales tips are released every Monday morning. As always get Bill’s Free Weekly Sales Tip at SalesVault.pro. Bookmark the page: This Week’s Tip
Looking for a notification by email? Connect with Bill Farquharson on LinkedIn and Subscribe to his Weekly Newsletter.
Please note, you will need to join LinkedIn to connect with Bill and subscribe.
