The success rate for a new sales hire is not great. Half don’t make it a year and 80% won’t see Year Three. There are a lot of reasons for that, but one is a focus on the wrong metrics. In this week’s Short Attention Span Sales Tip, Bill Farquharson gives you a different idea.

“What makes you different?” was the question from a prospective customer. You can talk equipment, capabilities, or you can take Bill’s advice in this week’s Short Attention Span Sales Tip.

Imagine a sales conversation where you are not allowed to use certain words under the penalty of a monetary fine. Well, on a recent Zoom call, one participant eliminated three words from her vocabulary. The result was an intriguing approach to sales and a lesson for us all.

When one of his personal summer goals (to improve his tennis game) went badly, Bill Farquharson learned a lesson about the importance of attitude on the court and during a sales day. Find out more in this week’s Short Attention Span Sales Tip.

When your selling style mimics your grip-it-and-rip-it golf swing, the result can be, well, chaotic. But after observing some professional golfers, Bill Farquharson made some “swing” changes that crossed over into his sales game. Find out more in this week’s Short Attention Span Sales Tip.

It is an unfortunate human trait to believe that everyone else is doing better, selling more, and suffering less than we are. In this week’s Short Attention Span Sales Tip, Bill Farquharson takes on 5 common sales frustrations.

If you think winning quotes is all about price, this week’s Short Attention Span Sales Tip by Bill Farquharson will help you see differently. Watch/Read and learn how to differentiate your quote and attract the right kinds of customers

Every day during his first unbearably hot summer of sales, Bill Farquharson walked (uphill in the snow) down one side of the street and back on the other (uphill in the snow) cold calling door-to-door. Strangely, he doesn’t recommend it for you. He thinks you should take the advice in this week’s Short Attention Span Sales Tip.

I may be wrong, but my experience is we have an unexpectedly quiet week coming up. Make the most of it, starting with some ideas in this special sales tip.

When only a very, very small percentage of prospects answer the phone, how can there be any value whatsoever to voicemail? Well, Bill Farquharson gives you a few reasons why you want to leave a message in this week’s Short Attention Span Sales Tip.

Overworked, no time sell, feverish from all the running around. Those are the symptoms Bill Farquharson had this past week. Summer cold? COVID? No and no. It was something else and you might have it, too. Find out more and learn the cure in this week” Short Attention Span Sales Tip.

How often does someone try to sell you on LinkedIn right after they connect with you? In this week’s Short Attention Span Sales Tip, Bill Farquharson uses a recent message to show you how to do it right.

As you read these words, someone is losing their job because he didn’t tap into the resources made available to him to overcome his sales challenges. Meanwhile, a young soon-to-be sales rep is taking a different approach. We can all learn from her in our quest for sales success. Check out this week’s Short Attention Span Sales Tip.

If you thought voicemail was for dinosaur sales reps, think again. There is an innovation coming to cell phones which is about to breathe new life into old selling. Get ready with this week’s Short Attention Span Sales Tip by Bill Farquharson.

A franchise restaurant opening results in a national sales record. Did they run out of food? No, because they knew and followed the advice echoed in this week’s Short Attention Span Sales Tip.

Sometimes, price gets you in the door. Great, but what about the long term? In this week’s Short Attention Span Sales Tip, Bill Farquharson shows you how to get away from the need to be the lowest price.

Without a face to face meeting, how can we know the personality of a new customer or prospect? In this week’s Short Attention Span Sales Tip, Bill Farquharson reveals the best source of information.

On the top of a sales rep’s wish list is new business. According to Bill Farquharson, there are 7 steps involved. But as he points out in this week’s Short Attention Span Sales Tip, it’s the first one that’s most important.

Among the top sales challenges is ghosting. That happens when a sales call goes well but you can’t get the client back on the phone after you submit a price. What should you do? In this week’s Short Attention Span Sales Tip, Bill Farquharson gives you 5 questions to ask.

Cleaning off his desk, Bill Farquharson came across some thoughts jotted down after a call with a client. That list of four common-sense goals will resonate with the right kind of customer. Learn more in this week’s Short Attention Sales Tip.