How to Get Your Price: Chill with Bill Episode 4 Insider Replay
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Category: Sales Calls
Finding the Elusive Customer in COVID Times: Chill with Bill Episode 3 Insider Replay
To date, this was our most well-attended Chill event! No wonder since not only was the Sales Topic presentation on creative ideas for finding the elusive customer, Bill interviewed two salespeople who describe the overwhelming response they received to their own creative efforts. Also available as an audio podcast.
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How to Overcome the ‘Price’ Objection: Chill with Bill Episode 2 Insider Replay
This Chill event was a smorgasbord of ideas and solutions for Vault Member sales challenges. Bill talks about distractors, how to stay on task, and then gives a Sales Topic presentation on how to overcome the price objection. Also available as an audio podcast. Funny AND Effective Prospecting Letter [pdf] The best and funniest prospecting […]
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How Stephanie Irwin, Sales Rep, had a record year in 2020: Chill with Bill Episode 1 Insider Replay
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Assumptions and Assessment
Good morning!Both this week and next week have a common element…two, actually: Assumptions and Assessment.First, I strongly suggest that you not make any assumptions about business. Your competition is sitting back right now thinking, “No one wants to hear from a salesman this week. Therefore I’m not going to call.” As such, you should make […]
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The 90% Rule
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 […]
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Good Rep/Great Rep
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 […]
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How to Make Your Sales Presentation Dance
This column first appeared in Printing Impressions June 2019 © Bill Farquharson Months of calling and convincing and cajoling and—if we’re being honest here—pleading has paid off and you are finally given the opportunity to make a sales presentation to that big fish account you have been coveting ever since you started in sales. This […]
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Why Aren’t You Selling More?
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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Messages to the King
This column first appeared in Printing Impressions April 2018 © Bill Farquharson There are many things the boss likes about being, well, The Boss, and he is reminded of one of them every morning as he pulls his cart perfectly between the white lines and directly in front of the sign with his name on […]
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