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Bill Farquharson

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Hearing Sales Voices

On a call with a prospective client, a little voice inside you speaks up and whispers to you. You ignore it at first but the voice persists. Do you listen or shut it out. Bill Farquharson hears voices all the time and has advice for what to do in this week's Short Attention Span Sales Tip.

Good morning!

I need to admit something: I am hearing voices.

This is not new. It’s been going on for quite some time now. The phone rings and it’s someone making an inquiry. The caller has my complete attention as they are talking about their sales situation and how I might help. I am hearing their words, but…

Then I start to hear voices: “Billllllll….this is not your customer. Run away!”

Wait, what? Not my customer? What are you talking about, voice? This sure sounds like a willing buyer. What is the problem here? What am I missing?

The voice responds, “Billlllll…you are hearing what you want to hear. Read between the lines.”

And then, silence. The voice is gone, leaving me to wonder how to “Read between the lines” on a phone call.

As I listen to the caller, a feeling in my gut arises. Something in the conversation is triggering an uneasiness and causing red flags to fly. Suddenly I realize, the voice is right. This is not my customer. As much as I’d like to take their money, I need to listen to the voice and let this opportunity go.

Call it a gut feel, an instinct, Spidey Senses, or put it in Malcom Gladwell’s terms and call it “thin-slicing.” Experienced salespeople have a sixth sense, developed over the years and stemming from hundreds and thousands of interactions. They know who their customer is and who their customer isn’t. Further, they know what they do best and they are smart enough to stay in their lane.

They hear voices.

If you have some sales miles on you, you know exactly what I am saying. If you are one of the newer models, put this sales tip on a shelf for access down the road a bit. It will come in handy when you are looking to improve your productivity. You will be engaged in conversation and an odd feeling will arise. Something inside you is screaming. Perhaps it will have a voice and you won’t know what to do.

If you want to save time and frustration, listen to the voices.

If there is a voice inside you that whispers, “You are ready to get to the next level,” get on Bill Farquharson’s calendar at or call him at 781-934-7036.

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