This column first appeared in Printing Impressions October 2018 © Bill Farquharson Prospecting is a must. It’s a have-to. It’s as important as exercise, brushing your teeth, eating, stretching, and anything else that needs to be done on a daily basis. For as sure as the Patriots winning the AFC East for the 150th consecutive […]
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This column first appeared in Printing Impressions November 2018 © Bill Farquharson And just like that, 2018 was over and we look ahead to 2019. This is the time of year for thanks and gifts and visits and joy and, of course, top 10 lists. Salespeople? Here’s yours. It’s a bucket list for success. Do […]
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This column first appeared in Printing Impressions May 2018 © Bill Farquharson It started out like any other sales meeting. Numbers flashed on the screen and you are in danger of falling victim to Death by PowerPoint as Management drones on and on with the speech you’ve heard countless times before and could probably take […]
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This column first appeared in Printing Impressions March 2018 © Bill Farquharson The best the job of sales gets is when a solution is applied to a problem, clicking together like two puzzle pieces. “That’s a great idea” are magical words that precede the profitable sale and the handsome commission. But before the check is […]
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This column first appeared in Printing Impressions May 2018 © Bill Farquharson For the fifth consecutive time, you lose a bid. Same customer. Same result. “I’ll keep trying,” you tell the client over the phone as she delivers the bad news. “I appreciate the chance to provide pricing. Please let me know if there’s anything […]
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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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This column first appeared in Printing Impressions June 2018 © Bill Farquharson If you ask someone what comes to mind when they think of a salesperson, you are likely to hear adjectives like, “pushy” and “arrogant” and “obnoxious.” Hollywood certainly has done little to portray the career choice as anything but negative. From Herb Tarlek […]
This column first appeared in Printing Impressions January 2018 © Bill Farquharson When you first start out in sales or as a selling owner, anyone with a pulse is your customer. Reaching across the desk, you apply to fingers to the wrist and if you feel a lub-dub, lub-dub, they are a prospect. Because you’re […]
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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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This column first appeared in Printing Impressions April 2018 © Bill Farquharson It’s dinner time and you are famished. You weren’t hungry for Chinese food until someone said the trigger words, “Chinese food” and now you can’t get it out of your mind. So, with an intense craving that you didn’t have 10 seconds ago, […]
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