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Short Attention Span Sales Tips

New Sales Tips by Bill Farquharson released every Monday.  Search by topic below or read this week’s tip now

Be Ready

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.

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Outgrowing the Price Objection

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.

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Soul-Searching Sales

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.

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Second-Level Motivation

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.

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How to Avoid Price Ghosting

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.

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Appreciating the Sales Challenges

No one picks up the phone. Emails go unanswered. You lose a client for no fault of your own. It’s hard to imagine being asked to appreciate these and other sales challenges, but what Bill Farquharson has to say in this week’s Short Attention Span Sales Tip might change your mind.

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How to Instantly Gain Credibility

Standing in his kitchen and listening to a sales pitch, Bill Farquharson heard something that gave the rep instant credibility. Find out what it was and what you need to do in this week’s Short Attention Span Sales Tip.

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Maple Syrupy Sales Promises

The breakfast menu sold Bill Farquharson on their pancakes with “Real Maple Syrup.” When that turned out to be a lie, Bill took his business elsewhere and made it the subject of this week’s Short Attention Span Sales Tip.

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Preemptive Networking

To attend a business event, trade show, or conference is a first step. Taking Bill Farquharson’s advice in this week’s Short Attention Span Sales Tip will make that good idea even better.

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Old Fashioned Goals

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.

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How to Make a Lifelong Client

You make a sale. Next comes gratitude, perhaps a message to the new client about what else you do, followed by a little celebration and you move on to the next sale. Taking a different path can make that new customer a client for life. Hear how, in this week’s Short Attention Span Sales Tip by Bill Farquharson.

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Please make this sales call

Print is everywhere. So are print opportunities. From the beach to the mailbox, Bill Farquharson sees a chance for someone to make a profitable sale. Just follow his advice in this week’s Short Attention Span Sales Tip.

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A Sales Sunrise

How was your selling day yesterday? Did you crush it or were you crushed? Regardless of the answer, this week’s Short Attention Span Sales Tip has the same advice for you and it comes from a beach in South Carolina.

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How to Look Incompetent

You wouldn’t think something like an outgoing voicemail message would kill a potential sale, but it can AND YOU WILL NEVER KNOW ABOUT IT…unless you are smart enough to listen to Bill Farquharson’s Short Attention Span Sales Tip.

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Advice Worth Repeating

You’ve heard the advice once, but it was so good, Bill’s going to say it again just to make sure you not only hear it, but apply it. Check out this week’s Short Attention Span Sales Tip.

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The Fun Part of Sales

The best part of sales isn’t the victory, landing a big fish, or finally getting an appointment with a coveted Buyer, it’s something entirely different and completely unexpected…and it’s what Bill Farquharson is talking about in this week’s Short Attention Span Sales Tip.

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Important Non-Sales Actions

As difficult as the go-go pace of sales can be, to stop and analyze can be just as difficult, but just as valuable and just as important. In this week’s Short Attention Span Sales Tip, Bill Farquharson provides a list of non-selling actions to take that will make augment your selling actions.

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The Opportunity Filter

The phone rings on a busy day. It’s a potential new account talking about an order. You drop everything to accommodate…don’t you? How do you know when to pursue and when to pass? In this week’s Short Attention Span Sales Tip, Bill Farquharson provides a method for deciding.

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We might not want your business

The outgoing voicemail message for a print company in Texas was long…very long…very, very long…and Bill Farquharson waited and waited and waited, all while thinking, “Geesch, this guy must not want the business.” Turns out, well, read it for yourself in this week’s Short Attention Span Sales Tip.

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A Sales Sign

Prospecting is a lot like exercising. All that work feels fruitless, until…And that is a lesson Bill Farquharson took from a month of sweating at the gym. You’ll have a new goal and tighter abs after this week’s Short Attention Span Sales Tip.

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A Killer Sales Assumption

How do you react when a client says, “We already have a vendor”? 99% of sales people make an assumption that kills a potential opportunity. One of Bill Farquharson’s clients took the road less traveled, and it made all the difference.

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“…despite difficulty or delay”

Ever wonder about that guitar behind Bill Farquharson when he delivers his Short Attention Span Sales Tips each Monday? Does he actually play it? Today, we find out in a Tip that talks about what it takes to succeed at something you really, really, really want.

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