Your Customer Should Fire You
A TV commercial from 50 years serves as the center piece in Bill Farquharson’s blog this week as he recalls a business problem that has grown over the years.
A Vendor Crystal Ball
Wouldn’t it be great to know what kind of experience you will have with a customer before they become a customer? Knowing ahead of time might affect how hard you push and how much you sacrifice in order to make them a client. In a recent Sales Vault workshop, a signage sales rep came up with a novel idea which Bill Farquharson shares in this week’s blog.
The Best Sign a Sales Rep Can See
“We already have a vendor” is a tough and frustrating sales objection. First, you want to BE that vendor, but second, why are they not interested in hearing new ideas? Bill Farquharson recalls a sign sitting in the lobby of a printer in Baltimore which serves as an example for how it should be.
Why Marketing Frustrates
Imagine NASA’s challenge of launching a probe to a location millions of light years away. They don’t know if they’ve done it right for years after the capsule leaves Earth. Frustrating. Marketers can relate. This week, Bill Farquharson sets your expectations in the same way his Marketing Director set his.
The Bully Customer
A once-rude house guest reminds Bill Farquharson of the day he went from lion to lamb and how you can reel that bully customer in whenever you are ready.
Don’t Ask That. Ask This.
“Is now a good time to talk?” is one of the worst ways to open a cold call. Yet, it is the go-to for most sales reps. Bill Farquharson has a better idea and recalls an actual call from a telemarketer to make his point.
Planning for Downtime
Now that Memorial Day is behind us, you need to start looking at an upcoming block of days that are almost guaranteed to be anything but productive and make the most of that time. Let Bill Farquharson explain in this week’s blog.
What to Say in a First Time Sales Call
After a lot of hard prospecting, you find yourself sitting in front of a potential client. Want to know what to say that will completely blow someone away? Find out in Bill Farquharson’s blog this week.
How to Lighten Your Workload
Your task list is a graveyard for good ideas and during the day, you likely add to it over and over again. So does Bill Farquharson. In this week’s blog, Bill tackles the issue and shows you how to make it just a bit lighter.
Loose Words Kill Accounts
Say something mean and you can apologize. Write something mean and it will take more than an apology to get the toothpaste back in the tube. A recent news event brought back a lesson from Bill Farquharson’s sales youth which he shares in this week’s blog.
