The Sales Challenge

Bill Farquharson is President of Aspire For, sales trainer for the graphic arts industry, author of "The 25 Best Sales Tips Ever" series and co-author of "Who's Making Money at Digital/Inkjet…and How?" Both are available on Email him at or call (781) 934-7036.
In addition to Bill's Printing Impressions monthly columns and weekly blogs, he publishes a weekly Short Attention Span Sales Tips providing instantly-applicable ideas for sales growth and its challenges. For further information, visit

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.

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.

In last week's blog I gave you five harsh sales realities. I'm in a better mood this week. So, just to prove that I'm not getting old and cranky, this week I give you some good news.

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