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

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

You should know this. We have been living in a social-media-ruled world for a while now. Bill shouldn’t have to tell you but, sadly, this

It’s a paradox: A client won’t give you an order until they trust you and they can’t trust you if they don’t give you an

Sales gives you the chance to make your own hours, to earn according to your success, and to take advantage of a last-minute invitation. BUT,

By the time this week’s Short Attention Span Sales Tip hits your inbox, 33% of us will have given up on our New Year’s Resolutions.

When someone asks, “What do you do?” what you say in return can dictate your sales profitability, retention, and ultimately, your success. So, you might

Happy New Year! Do you want more (Sales? Happiness? Money?) or less (Weight? Anxiety? Fear?)? Or do you want what Bill Farquharson wants in his

99% of the time, a sales rep is motivated. Bill Farquharson recently experienced that 1% of the time when motivation is lost. His experience is

Bad news: You are losing a client. What you do next is a important factor to getting them back. Find out more in this week’s