Bill Farquharson

There you were cruising along and the next thing you know your book of business is a pamphlet, thanks to COVID-19. Here’s what to do.

We are in uncharted waters. We find ourselves longing for the days of boring sales meetings, live training events, and conferences.

But in this week’s Short Attention Span Sales Tip, Bill Farquharson has an idea for the call you can make now to set up a future call.

A sales rep’s bad days can turn into bad weeks and months. Here is a list of eight questions to help you toward success.

Bill points out in this week’s blog that vprospecting takes on many forms. One is the most basic form of effective cold calling.

"Sales meeting.” No two words in the English language cause a reps’ eyes to roll more than these. Sales meetings are important, though. They can keep a team a team. They can be informative and informational. Since all sales challenges are shared, there’s a good chance someone in the room has an idea or a solution that is exactly on point. While sales meetings are necessary, boring sales meetings are not...

Prospecting is a must. It’s a have-to. It’s as important as exercise, brushing your teeth, eating, stretching and anything else that needs to be done on a daily basis. For as sure as the Patriots winning the AFC East for the 150th consecutive year, you will lose 10 percent to 15 percent of your business…

You can change the outcome of a sales call by following a suggestion. Find out what it is by reading Bill’s blog.

You will hear a prospect say, “Call me after the holidays.” Watch this sales tip if you’d like to know how to overcome that objection.

An RFP arrived in the mail (or, RFQ if you prefer, “Request for Quote” over “Request for Proposal”). The salesperson looked it over.

What would happen if you woke up in the morning and your first thought was, "I am never going to sell anything today. Why would anyone buy anything from me? I'll be lucky to even survive."

The account was history. That much he was sure of. It took two years to build credibility and a year to win the business. That was followed by two more years that he milked the cash cow he had created.

I need your help making a list.

As I look ahead to Mother's Day and think back on what she has taught me, it occurs to me that she contributed a great deal to my sales career and that many of her parental lessons translate well to the sales world.

As a sales person, he is clairvoyant and omnipotent. He has built an impeccable reputation in the promotional products industry as a master of his craft. With each passing sales year, his legend grows. He is, The Most Interesting (Sales) Man in the World.