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 August 2017 © Bill Farquharson What do you give the print sales rep who has everything: Frustration because all phone calls find voice mail, anxiety because he needs to make his numbers every month or else, anger as messages are rarely returned, disbelief when their own customer service […]
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This column first appeared in Printing Impressions April 2017 © Bill Farquharson Why is it so hard to unseat the competition? All you are asking the customer to do is fire the incumbent vendor (one who might be well-ingrained in the account and possibly even a friend), reexamine a problem that they thought they had […]
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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 May 2016 © Bill Farquharson Voicemail message: “Can I get 30 minutes of your time? My name is Bill and I sell printing. I’d like to talk to you about my company and the many ways we can save you money. I’ll fill you in on our background, […]
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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 February 2016 © Bill Farquharson Quick! Name an event that contains time for reflection, consideration, forgiveness, peace, community, renewal, and a powerful message. It is a tradition. It is a regular occurrence. You are always welcome and, in some cases, required to attend. If you do, you will […]
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This column first appeared in Printing Impressions December 2016 © Bill Farquharson Working from home, the salesman faithfully (but not always enthusiastically) makes his calls day after day. His selling efforts ebb and flow, as does his motivation, drive, attention span, interest…and success. On the days that he is reaching clients and prospects, life is […]
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This column first appeared in Printing Impressions July 2016 © Bill Farquharson Before leaving for any vacation, most of us make a list of things that need to get done so that we can make the most of our time away:Cancel the paper;Stop the mail;Put the living room lights on a timer so that potential […]
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This column first appeared in Printing Impressions March 2015 © Bill Farquharson It’s no wonder more and more people are “cutting the cord” and getting rid of cable. Aside from the expense and a typical customer service experience that makes a trip to the Department of Motor Vehicles feel like a ride at Walt Disney […]
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