Script or No Script?
June 15, 2020
https://www.youtube.com/watch?v=YV9aYiP-Ttg Good morning! High on the list of the more frequently asked coaching questions is, “Should I use a script?” For this, I have two
Tag: Call Research Lesson 2
Confidently Overconfident
January 20, 2020
https://www.youtube.com/watch?v=uX8D_hSjMsk Good morning! I don’t need to tell you the difference between confidence and overconfidence. That’s a job for Wikipedia or your mother back when
Why You Should Read the Wall Street Journal Daily
November 20, 2018
This is going to sound like a commercial, but it’s not. It’s a blog that hopefully reads like a suggestion but sounds almost like a
How to Turn Trends Into Appointments
September 11, 2018
If I asked you to name one trend in the printing industry, chances are you would be up to the challenge. But what if I
The Lazy Print Sales Rep’s Phone Script
August 7, 2018
My youngest daughter, Madeline, recently took a job working for Hibooks, a start-up competitor to Audible that’s using the Netflix model to build a following.
Horton Hears a What?
March 20, 2017
This column first appeared in Printing Impressions March 2017 © Bill Farquharson Once upon a time, there was a print sales rep named Horton. After
The 60 Second Voicemail Sales Call
May 20, 2016
This column first appeared in Printing Impressions May 2016 © Bill Farquharson Voicemail message: “Can I get 30 minutes of your time? My name is