This column first appeared in Printing Impressions June 2015 © Bill Farquharson “Oh. Well, I guess someone has to do it.”Those were the words uttered to a young print sales rep at a party, early in his career. He recoiled a bit at the biting commentary from a woman who delivered a better-than-you judgment and […]
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This column first appeared in Printing Impressions June 2015 © Bill Farquharson Welcome to Top Gun. I’m Bill Farquharson. Call-sign, um, “Bill.”People, you are the top 1% of all sales people. The elite. The best of the best. We’ll make you better. Many of you are probably wondering who the best sales rep here is. […]
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This column first appeared in Printing Impressions July 2015 © Bill Farquharson As the business fable goes, in a breakfast of ham and eggs, the chicken is involved but the pig is committed.Ask an older couple, such as my parents, the secret to a successful marriage and you are sure to hear the word, “Committed,” […]
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This column first appeared in Printing Impressions January 2015 © Bill Farquharson Expectations. What does this guy want from me? Salespeople scratch their collective heads and ask this question as they walk out of off-putting encounters with the boss. Sure, you are well aware of his or her expectations regarding sales volume. That number was […]
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This column first appeared in Printing Impressions February 2015 © Bill Farquharson As a sales professional, what opinion do you have of yourself? If you’re any good at what you do, the same confidence/cockiness that has made you successful carries with it a dark side, a downside. In other words, you probably think that you […]
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This column first appeared in Printing Impressions June 2014 © Bill Farquharson As salespeople, we would all like to believe that we mean what we say, that we are impeccable with our word and live by the highest standards of character and integrity. In addition, it is hoped that the meaning of our words are […]
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This column first appeared in Printing Impressions June 2015 © Bill Farquharson In a world of Reality shows and B-List made-for-TV competition, just about every idea worth watching has been pitched. We’ve got sharks and dancing and chefs. There’s The Donald and islands and races around the world. It’s all been done before, or so […]
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This column first appeared in Printing Impressions October 2014 © Bill Farquharson It is 5:30 PM and your sales day is now behind you. But this one was not a typical sales day. It has been the Ideal Sales Day. You look down at a clear desk. You look up at an empty computer screen. […]
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This column first appeared in Printing Impressions May 2014 © Bill Farquharson Wait. What? A column about how to go on vacation? Why’s that? Oh, that’s right, because we typically suck at it. Americans are crazy. We work crazy hard and we are crazy devoted to our crazy customers. We have crazy fears that whisper […]
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This column first appeared in Printing Impressions August 2014 © Bill Farquharson Oil and vinegar. Red Sox and Yankees. Tastes great and less filling. Some things will just never get along. They will never understand each other. They see the world only through their eyes. You can add salespeople and sales managers to that list. […]
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