People avoid making sales calls for a lot of reasons. Some don’t know what to say. Others procrastinate. There are good reasons and bad reasons to avoid making a sales call. One bad reason, though, is when you feel as though you are bothering someone and therefore don’t make any calls...
Bill Farquharson
A quiet week is the perfect time to seek new customers. Bill shares the best places to look for leads and how to start that process.
Has your client ghosted you? This week, Bill talks about this sales challenge and offers tips for continuous sales growth.
If you look back a few years, I think you’ll agree you were a different sales rep back then. You had a different message in your calling on a different market. The same can be said if you look ahead a few years. As such, you have to continually challenge your sales fundamentals of success: What’s your target market? Why do people buy from you?...
How is it the reps who sell the most work the least? They understand life is a circus, but time management can make you its leader.
When it comes to making sales calls to new customers, is one day better than the other? That is, are there “good days” because you are more likely to get someone on the phone and “bad days” because no one wants to hear from you? When I put that question to live audiences as I did this past week in Atlanta, this is the typical path of the conversation...
"Everyone else is successful except you." That’s what your sales brain tells you. Bill tells you how to get rid of the negativity.
How comfortable are you asking stupid questions? Are you willing to have someone look at you with eyes that say, “Seriously?” If not, you will never make solutions-based sales. You’ll never conquer Idiot Mountain. I received a referral years ago for a contact way up the food chain at AT&T. This was back in the days when...
Joan Jett told you fifteen times that she doesn’t. In this week’s Sales Tip, Bill tells you why you should and why it matters.
Don’t beat yourself up. Everyone in sales is having difficulty making connections. It’s not you. I meet and speak with salespeople and selling owners all week long in either a one-on-one coaching call, a live workshop (via Zoom), or a live sales challenge discussion (again, via Zoom). Week after week, call after call, this issue comes up time and time again...
Thirty years of standing in a room of sales reps, asking “What are your sales challenges?” and 30 years of coaching sales reps has taught me this: There are four top culprits behind a poor showing in the area of increasing new business sales. Consider these four points and put yourself to the test...
There are fundamental lessons to sales. Follow them and you will find some level of success in selling more printing.
Managing sales success is expensive. In Bill’s blog this week, he offers up a four-word statement that works and is completely free!
I recently cleared everything from my desk and found 10 ideas worthy of mention.
How did Bill’s daughter not only convince him to buy her a really expensive birthday present but make him rush right out and buy it?
