This column first appeared in Printing Impressions March 2017 © Bill Farquharson Once upon a time, there was a print sales rep named Horton. After three years of hard work, Horton had built up a modest book of business but neither it nor he were particularly spectacular. Or profitable. The work he pulled in was […]
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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 June 2016 © Bill Farquharson Note from Bill: The idea for this column came after coaching two salespeople in a 24-hour time period. It was amazing and somewhat alarming that the same issues were raised but they were handled completely differently. It reminded me of an old story […]
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This column first appeared in Printing Impressions June 2015 © Bill Farquharson Welcome to Top Gun. I’m Bill Farquharson. Call-sign, um, “Bill.”People, you are the top 1% of all sales people. The elite. The best of the best. We’ll make you better. Many of you are probably wondering who the best sales rep here is. […]
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This column first appeared in Printing Impressions July 2015 © Bill Farquharson As the business fable goes, in a breakfast of ham and eggs, the chicken is involved but the pig is committed.Ask an older couple, such as my parents, the secret to a successful marriage and you are sure to hear the word, “Committed,” […]
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This column first appeared in Printing Impressions June 2014 © Bill Farquharson As salespeople, we would all like to believe that we mean what we say, that we are impeccable with our word and live by the highest standards of character and integrity. In addition, it is hoped that the meaning of our words are […]
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This column first appeared in Printing Impressions January 2014 © Bill Farquharson If you asked a politician or a pathological liar (sorry, that’s redundant) or Two Face, one of Batman’s rivals, whether or not to leave voice mail during a prospecting call, the answer would be either a resounding yes-no or an equally convincing no-yes. […]
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