Three Sales Fails
When a sales rep sizes up a potential customer on looks alone, bad things can happen. In this week’s blog, Bill Farquharson shares three true stories. Two are from years ago —the third one took place just weeks ago—that one stings.
Category: Creative Selling
Prepare to Negotiate
There is no shortage of advice on what to do and what not to do in a negotiation, but in all the research Bill Farquharson did, he did not find the one important piece of advice he includes in this week’s Short Attention Span Sales Tip.
What Sales/Production Needs to Say to Production/Sales
Sales and Production are on the same team, technically. But looking at the way they work together and hearing what they say about each other, that might not be obvious. So, let’s everyone just calm down, join hands, and read what Bill Farquharson has to say on the subject.
Biggest Sales Call Mistake
It was the biggest sales call of her life and she blew it. Her material was correct and the presentation was flawless. Still, she violated the #1 rule of sales call etiquette. To make sure this doesn’t happen to you, make sure to read Bill Farquharson’s blog this week.
Go ahead. Be a rebel.
Phone call. Email. Phone call. Voice mail. Email….all prospecting approaches are the same. But inside you is a different message and in this week’s blog, Bill Farquharson encourages you to listen to your inner John Keating and let it out.
A New Sales Focus
The success rate for a new sales hire is not great. Half don’t make it a year and 80% won’t see Year Three. There are a lot of reasons for that, but one is a focus on the wrong metrics. In this week’s Short Attention Span Sales Tip, Bill Farquharson gives you a different idea.
How to Avoid the Price Objection With Clients
Since when is an 80% failure rate a good thing? Since even poor results like that will keep you commanding top pricing with your existing client base. Read more in this week’s blog by Bill Farquharson.
Communication and Follow Up
“What makes you different?” was the question from a prospective customer. You can talk equipment, capabilities, or you can take Bill’s advice in this week’s Short Attention Span Sales Tip.
The Longest 30 Seconds of My Life
When a client challenges your price, you have two choices: Justify or lower. In this week’s blog, Bill Farquharson exemplifies that statement with a story about a client who asked him to cut his price in half.
But, Can’t, Try
Imagine a sales conversation where you are not allowed to use certain words under the penalty of a monetary fine. Well, on a recent Zoom call, one participant eliminated three words from her vocabulary. The result was an intriguing approach to sales and a lesson for us all.
