This column first appeared in Printing Impressions March 2020 © Bill Farquharson Watching a sporting event such as the Australian Open tennis tournament or a

February 5, 2020 | Originally Published On Printing Impressions @piworld.org Have you ever played the parlor game, “Two truths and a lie?” It’s a great

This column first appeared in Printing Impressions December 2019 © Bill Farquharson Over the course of a sales career, you will experience landing the kind

This column first appeared in Printing Impressions November 2019 © Bill Farquharson You sit in a room full of other salespeople. Your competition, no doubt.

This column first appeared in Printing Impressions September 2019 © Bill Farquharson He is Norm. Norm is a competitor of yours. As you size up

This column first appeared in Printing Impressions August 2019 © Bill Farquharson While it is valuable for a salesperson to ask questions — of him/herself,

This column first appeared in Printing Impressions July 2019 © Bill Farquharson Google the phrase, “Would you rather” and you will find a bevy of

This column first appeared in Printing Impressions June 2019 © Bill Farquharson Months of calling and convincing and cajoling and—if we’re being honest here—pleading has