It’s a Woulda-Coulda-Shoulda season. 2023 seemed so far away, didn’t it? Suddenly, we are making New Year’s Eve plans, frantically calling accountants for advice, looking back on 2022, and thinking about the changes we will make moving forward. In this week’s blog, Bill shares questions to ask yourself as you look back on 2022 and plan for 2023...
Bill Farquharson
How is it that the people who sell the most work the least? That sounds counterintuitive, doesn’t it? You would think someone selling millions of dollars of print or signage would have no family, few friends, a 25 handicap, an un-mowed lawn, and bags under their eyes from lining up back-to-back-to-back 14-hour workday...
It’s a beautiful July day. The sun is out and it could not be more perfect. Your phone rings. It’s a friend asking you to come golfing/fishing/whatever-ing. If you want to be able to say, “Heck yeah,” you need to watch Bill’s Short Attention Span Sales Tip...
Bill Farquharson reminds you of the value of planning nothing, giving your mind a chance to process and be creative...
Life rarely offers a second chance, but unfortunately we have one. Knowing what you know now, what would you do differently?...
We are in uncharted waters. We find ourselves longing for the days of boring sales meetings, live training events, and conferences...
You know about the virus around you, but what about the one within? The best antidote is to follow the advice in Bill’s blog this week...
It’s hard to make a “normal” sales call these days, given what is going on. But in this week’s Short Attention Span Sales Tip, Bill Farquharson has an idea for the call you could make now as a set up for the call you can make in a few weeks...
You know them. They are arrogant yet successful, and managing this person is a challenge addressed in Bill’s blog this week.
In this week’s Sales Tip, Bill shares a way of dealing with people at a networking event after a speech...
Bill Farquharson points out the importance of adding a name to the transaction to get that appointment in this week’s Sales Tip...
When asked how it’s going, giving month-to-month sales numbers is less preferable than providing trends in 90-days increments...
“Sales meeting.” No two words can cause a reps’ eyes to roll more than these. For a really good sales meeting, follow these five rules...
After countless attempts, a key contact picks up the phone. You are shocked and you stumble.
An RFP arrived in the mail (or, RFQ if you prefer, “Request for Quote” over “Request for Proposal”). The salesperson looked it over and gave it quick consideration before choosing his response: He wrote, “No thank you” across the cover page and mailed the entire package back to the name at the bottom...
