The Sales Vault

Sales Resources

Learn by Sales Challenge

Sales Talk Replays January 2024 through July 2024

Sales Talk ran for the first half of 2024.  To participate in live workshops consult our calendar of upcoming events.  To view replays of the most recent Sales & Marketing workshops, go to the Insider Replay page. Sales Talk Replays 21 Videos July 24, 2024 1:02:13 July 17, 2024 16:24 June 26, 2024 39:21 June […]

To access this post, you must be a member of the Sales Vault. Login now or Become a Member. You may be entitled to a discount through your franchise or regional affiliate. Visit the Partners page to see if you are eligible.

View Replay »

Short Attention Span Sales Tips

Sales Optics

What do Subway Restaurants, a free-anytime hand surgeon, and how you dress have in common? They are all wrapped together in Bill Farquharson’s Short Attention Span Sales Tip.

Continue Reading »

The Digital Print Sale

A recent digital print user’s group meeting gives Bill Farquharson a chance to remind the industry it takes more than incredible machinery to make those amazing, show-worthy sales. None of it matters without the critical component he talks about in this week’s Short Attention Span Sales Tip.

Continue Reading »

A Cautionary Sales Tale

QUICK!!! Drop what you are doing and watch this sales tip. It might just keep you from unnecessarily giving away a lot of money. Here’s Bill Farquharson Short Attention Span Sales Tip.

Continue Reading »

Initial Sales Skills

The first and most important thing to teach a sales rep is product knowledge, right? Well, it depends on who you ask. If you are asking Bill Farquharson, you will get a different answer in this week’s Short Attention Span Sales Tip.

Continue Reading »

Sales Worthiness

You are reaching for the phone to call a top decision-maker when a feeling comes over you: Why would anyone listen to you? This kind of self-doubt is not unusual. The question is, will you listen to that voice? Perhaps you should listen to Bill Farquharson’s Short Attention Span Sales Tip instead.

Continue Reading »

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.

Continue Reading »

Why It’s Rude to Be Early

Think you know all about being on time? Think showing up early is your way of saying, “Look at me! I’m punctual!” After Bill Farquharson’s Short Attention Span Sales Tip, you will think differently.

Continue Reading »

Time Management is a Bag of Flour

We are all in the unfortunate habit of turning one task into two, two into five, and five into ten. What we need is a practical way to manage all of these great ideas that pop into our heads during the day. In this week’s Short Attention Span Sales Tip, Bill Farquharson offers one up.

Continue Reading »

Avoiding the Price Objection

Not all price objections occur during bidding. Sometimes, it’s an existing account who is demanding a reduction. To avoid that situation, take Bill Farquharson’s advice in this week’s Short Attention Span Sales Tip.

Continue Reading »

Best Sales Advice for a Newbie

At a dinner party, a young sales rep asked Bill Farquharson, “What advice would you give me, just starting out?” At first, Bill gave one answer. But then he changed his thinking to a skill we all need to obtain, and quickly. Find out more in this week’s Short Attention Span Sales Tip.

Continue Reading »

Short Attention Span Sales Blog

The Essence of Sales

He is not real. His best friend is a tiger only he can see. He lives in an imaginary world but he sees life with clarity. His name is Calvin. His tiger is Hobbes. And in this week’s blog, Bill Farquharson shows how he perfectly defined sales in one line.

Continue Reading »

Why Paper Matters

A certified coach skillfully uses digital options to market her business. But in the end, it’s a paper choice that did what digital could not and resulted in an astonishing 100% success rate. Learn more in Bill Farquharson’s blog.

Continue Reading »

How to Make LinkedIn Content Readable

LinkedIn posts build a brand, tell a story, establish credibility, and get the phone ringing. But, if no one reads them, what difference does it make? Bill Farquharson’s blog this week details a few lessons he has learned along the way, including one that will grab you immediately.

Continue Reading »

Hey Social Media People…Calm Down

Bill Farquharson is all for Google reviews and thinks it is fine to email and ask for one. But to then ask again, and again, AND AGAIN, well, do that and you will read about yourself in one of his blogs. Speaking of which…

Continue Reading »

Ideal With a Capital “I”

There are two levels of ideal customer: Lower case “i” and capital “I.” This blog is about the latter and why you should always be seeking this rare relationship. Find out what Bill Farquharson is talking about in this week’s blog.

Continue Reading »

When That Much is Too Much

When it comes to communicating delivery details with a customer, don’t make the mistakes Bill Farquharson’s dentist makes else your clients might take the action Bill is planning for his reminder-heavy tooth factory.

Continue Reading »

A Healthy Sales Tip

One thing a day. Just one. That is all it takes to be healthy, wealthy, and wise as a sales rep. Don’t wait your entire sales career to learn the lesson in Bill Farquharson’s blog this week.

Continue Reading »

The Call-On-The-Top-Dog-Blog

Would you rather fight tooth and nail for an order or have it handed to you? Would you rather compete against 3 other vendors or be the chosen one? Would you rather wait for 5 people’s order approval or hear from one decision-maker? A recent news story exemplifies what Bill Farquharson has always believed: Call on the Top Dog.

Continue Reading »

Why Your Parents Are Geniuses

Small orders are frustrating. They take up a lot of time and don’t add up to much. But, if you apply a lesson from your childhood and listen to your parents, you might just find a small order to be a game-changer. Find out more from Bill Farquharson in this week’s blog.

Continue Reading »

On-Demand Courses

Downloadable Tools & Templates

Optimism & Opportunities for Selling More Print This Year

In a thoroughly forgettable movie, called “The Gumball Rally,” a cross-country car race is held amongst an international cast of characters. It’s a strange place to look for inspiration, but Franco, the Italian driver played by Raul Julia, delivers a line we can use to think about all that happened in 2020, put it in […]

To access this post, you must be a member of the Sales Vault. Login now or Become a Member. You may be entitled to a discount through your franchise or regional affiliate. Visit the Partners page to see if you are eligible.

Read full Article »
Sales Challenges: How to Get an Appointment

It was never easy to get an appointment with a decision-maker and any veteran sales rep who says otherwise has blocked out the memories of phones ringing in perpetuity (pre-voice mail, mind you) and no electronic options (email, cell phones, texting). Fresh on everyone’s mind are the sales challenges of 2020. Between the difficulty in […]

To access this post, you must be a member of the Sales Vault. Login now or Become a Member. You may be entitled to a discount through your franchise or regional affiliate. Visit the Partners page to see if you are eligible.

Read full Article »
COVID Client Hide-and-Seek

At some point this past spring, the game began. The Centers for Disease Control counted to 10 and everyone scattered. Kids came home from school and went to their room. Visitors went back where they belong. City-dwellers became country folk. And customers left their offices. It didn’t matter if you had your eyes closed or […]

To access this post, you must be a member of the Sales Vault. Login now or Become a Member. You may be entitled to a discount through your franchise or regional affiliate. Visit the Partners page to see if you are eligible.

Read full Article »
Life Lessons Learned at 60

On Oct. 20, 2020, at 10:10 p.m. EST, I [turned] 60 years old. The cursor is blinking at me, awaiting my next words, but I am taking in the number “60.” Oddly, it’s one thing to say it and another thing to read it. Moving on … In 10 years of writing columns for Printing Impressions, […]

To access this post, you must be a member of the Sales Vault. Login now or Become a Member. You may be entitled to a discount through your franchise or regional affiliate. Visit the Partners page to see if you are eligible.

Read full Article »
A Pirate Looks at 60

This column first appeared in Printing Impressions October 2020 © Bill Farquharson On October 20, 2020 at 10:10 PM Eastern time, I will turn 60 years old. The cursor is blinking at me, awaiting my next words but I am taking in the number “60.” Oddly, it’s one thing to say it and another thing […]

This content is available exclusively to Vault Insiders.

Become an Insider Now!

Already an Insider? Please login for immediate access.

Read full Article »
The 90% Rule

This column first appeared in Printing Impressions September 2020 © Bill Farquharson Ah, human nature. There are things in life that are just predictable: The odds of a dropped piece of buttered toast landing face down. The chances of the driver you just screamed at for cutting you off being your next appointment. And the […]

This content is available exclusively to Vault Insiders.

Become an Insider Now!

Already an Insider? Please login for immediate access.

Read full Article »
That Time a Vacation Column Was Submitted

This column first appeared in Printing Impressions August 2020 © Bill Farquharson va-ca-shun (n): To not work. No, really. Submit a column, back away from the computer, and get lost. Go on… It was clear to everyone but him that he needed a vacation. COVID-19 quarantining had made him a little, well, more crazy than […]

This content is available exclusively to Vault Insiders.

Become an Insider Now!

Already an Insider? Please login for immediate access.

Read full Article »
Sell Away Your Problems

This column first appeared in Printing Impressions July 2020 © Bill Farquharson It’s as if you were in a coma, isn’t it? There you were cruising along and the next thing you know your book of business is a pamphlet. You can rub your eyes and pinch yourself all you want. Nothing is going to […]

This content is available exclusively to Vault Insiders.

Become an Insider Now!

Already an Insider? Please login for immediate access.

Read full Article »
The New Sales Challenges

This column first appeared in Printing Impressions June 2020 © Bill Farquharson “The New Sales Challenges: What was once optional is now mandatory” Those were the words written on the whiteboard when the sales reps filed in to the conference room for the monthly meeting. As is company policy, no cell phones were allowed, leaving […]

This content is available exclusively to Vault Insiders.

Become an Insider Now!

Already an Insider? Please login for immediate access.

Read full Article »
Same Sales Calls. Different Results?

This column first appeared in Printing Impressions May 2020 © Bill Farquharson There is a scene in the movie, Good Will Hunting, where its stars and co-writers Ben Affleck and Matt Damon are in a bar frequented by Harvard students. Affleck takes a run at starting a conversation with a young co-ed but his efforts […]

This content is available exclusively to Vault Insiders.

Become an Insider Now!

Already an Insider? Please login for immediate access.

Read full Article »

Become an Insider to view this content.

Already a member? Please login for immediate access.

Scroll to Top

Get Bill's Weekly Tips Delivered to Your Inbox

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.

Get notified via LinkedIn

Please note, you will need to join LinkedIn to connect with Bill and subscribe.