Soul-Searching Sales
June 26, 2023
Without a face to face meeting, how can we know the personality of a new customer or prospect? In this week’s Short Attention Span Sales
Category: Short Attention Span Sales Tip
Second-Level Motivation
June 19, 2023
On the top of a sales rep’s wish list is new business. According to Bill Farquharson, there are 7 steps involved. But as he points
How to Avoid Price Ghosting
June 12, 2023
Among the top sales challenges is ghosting. That happens when a sales call goes well but you can’t get the client back on the phone
Appreciating the Sales Challenges
June 5, 2023
No one picks up the phone. Emails go unanswered. You lose a client for no fault of your own. It’s hard to imagine being asked
How to Instantly Gain Credibility
May 29, 2023
Standing in his kitchen and listening to a sales pitch, Bill Farquharson heard something that gave the rep instant credibility. Find out what it was
Strive to be Ronald
May 22, 2023
A lesson from a binge-worthy TV show proves to be the fodder for this week’s Short Attention Span Sales Tip.
Maple Syrupy Sales Promises
May 15, 2023
The breakfast menu sold Bill Farquharson on their pancakes with “Real Maple Syrup.” When that turned out to be a lie, Bill took his business
Preemptive Networking
May 8, 2023
To attend a business event, trade show, or conference is a first step. Taking Bill Farquharson’s advice in this week’s Short Attention Span Sales Tip
Old Fashioned Goals
May 1, 2023
Cleaning off his desk, Bill Farquharson came across some thoughts jotted down after a call with a client. That list of four common-sense goals will
How to Make a Lifelong Client
April 24, 2023
You make a sale. Next comes gratitude, perhaps a message to the new client about what else you do, followed by a little celebration and