This column first appeared in Printing Impressions November 2013 © Bill Farquharson Good morning, everyone. On behalf of the entire Calendar family, thank you for coming to this remembrance service as we bid 2013 farewell. It was good of you to take the time as we look back on a year that ended much too […]
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This column first appeared in Printing Impressions June 2013 © Bill Farquharson Sales whining is at an all-time high. The CDC in Atlanta has put it on the “Watch” list as complaining by sales people (particularly in the printing industry) nears epidemic proportions. But fear not, PI readers, as this national crisis has caught the […]
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This column first appeared in Printing Impressions February 2013 © Bill Farquharson You are mad at Dunkin’ Donuts (think “wicked light Starbucks”). Standing and waiting for your morning coffee, you notice a point of purchase tent piece proclaiming that you can get a free cup of coffee by signing up for their online loyalty program. […]
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This column first appeared in Printing Impressions August 2013 © Bill Farquharson Hi! I just called a minute ago and you hung up on me. Just wanted to call back with a quick, “Thanks!”Yes, sir. Thanks. Thank you for hanging up on me.Why thanks? Well, I work very hard for my customers. When they need […]
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This column first appeared in Printing Impressions April 2013 © Bill Farquharson Today’s print sales reps grumble that it’s harder than ever to land new business. Decision-makers hide behind voicemail and caller ID. “No one ever calls me back,” they moan. Prices are all over the map and customer loyalty is a thing of the […]
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This column first appeared in Printing Impressions December 2010 © Bill Farquharson Good morning and thanks for coming by on such short notice. We’ve been speaking to a great number of printing sales people and selling owners and, well, quite frankly they are not happy about a few things. We felt it best if we […]
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This column first appeared in Printing Impressions February 2011 © Bill Farquharson Imagine being on a football team. You are on offense and your quarterback gives you a play to run. “24 Blue. On three,” he shouts. The team lines up. The QB points at the middle linebacker (for reasons unknown). Defensive players shuffle to […]
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This column first appeared in Printing Impressions June 2011 © Bill Farquharson Imagine having a gnome sit on your shoulder and whisper negative thoughts into your ear. All day long, you’d hear comments that would keep you from doing good things and urge you to do bad things. He’d tell you why it won’t work, […]
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This is a book about negotiation. Author Chris Voss is a former FBI hostage negotiator who brought his tactics to the business world. Most of
This is the single best book on sales ever written…despite the fact that it has nothing to do with sales. In other words, this is
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