This column first appeared in Printing Impressions January 2019 © Bill Farquharson “Sales meeting.” No two words in the English language cause a reps’ eyes to roll more than these. They will feign sickness or claim an emergency client meeting in order to avoid what they are sure will be a horrible experience. Then, when […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
This column first appeared in Printing Impressions March 2019 © Bill Farquharson In his 2014 Academy Awards acceptance speech for Best Actor, Matthew McConaughey famously stated that his hero was a future version of himself. His exact words were, “Me in 10 years. That’s who I chase.” Think about the sales person you were 10 […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
When you are just starting out, everyone is a prospect. Identifying the right target market requires a sales rep only to reach across the desk and check for a lub-dub, lub-dub sensation in the wrist. Beggars can’t be choosers and Newbies put up with a lot in order to gain a sale.
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
This column first appeared in Printing Impressions July 2019 © Bill Farquharson Google the phrase, “Would you rather” and you will find a bevy of difficult questions posing two options and asking you to pick one. They are not easy for both have consequences. There are many different versions of this exercise, one for kids, […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
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 […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
This column first appeared in Printing Impressions August 2019 © Bill Farquharson While it is valuable for a salesperson to ask questions — of him/herself, to and about customers, etc.— there are good questions and bad questions. Good questions are the ones that improve sales productivity, help understand what is being done well, and make […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
This column first appeared in Printing Impressions September 2019 © Bill Farquharson He is Norm. Norm is a competitor of yours. As you size up the landscape of other printers in the area, he is just average. He is normal. He is Norm. As you work to increase your sales business, understand this: Norm is […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
Your driveway needs to be repaired. Actually, it’s beyond repair and will require complete repaving. Because a lawn sprinkler pipe runs under the pavement, preparing for that day will require a visit from the irrigation specialists. When the irrigation guy shows up, he wants to see your basement…
Already an Insider? Please login for immediate access.
This column first appeared in Printing Impressions November 2019 © Bill Farquharson You sit in a room full of other salespeople. Your competition, no doubt. One by one, a rep is ushered out of the room for their turn to impress. It’s an audition and everyone gets the chance to differentiate. To be special. To […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
This column first appeared in Printing Impressions December 2019 © Bill Farquharson Over the course of a sales career, you will experience landing the kind of humungous account that will make you feel like you are standing at the top of a mountain, thrusting your arms to the sky and taking a victorious stance while […]
This content is available exclusively to Vault Insiders.
Already an Insider? Please login for immediate access.
Sales tips are released every Monday morning. As always get Bill’s Free Weekly Sales Tip at SalesVault.pro. Bookmark the page: This Week’s Tip
Looking for a notification by email? Connect with Bill Farquharson on LinkedIn and Subscribe to his Weekly Newsletter.
Please note, you will need to join LinkedIn to connect with Bill and subscribe.
