articles
One Reason Why You Sell on Price
This column first appeared in Printing Impressions January 2016 © Bill Farquharson As a sales rep, you struggle to sell print at YOUR price. Instead, you heavily discount your products and win only when your number is the lowest bid present. When faced with the “Your price is too high” objection, you crumble like a …
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Dear Legacy Sales Reps
This column first appeared in Printing Impressions December 2017 © Bill Farquharson Years ago, Joe Davis, the CEO of Consolidated Graphics pulled me aside to discuss a problem: “50% of my sales team does not respond to any form of outside stimuli. I cannot get them off of the dime. That is, I cannot figure …
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The Idea Behind Ideal Conversations
This column first appeared in Printing Impressions March 2018 © Bill Farquharson The best the job of sales gets is when a solution is applied to a problem, clicking together like two puzzle pieces. “That’s a great idea” are magical words that precede the profitable sale and the handsome commission. But before the check is …
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Five Things Sales Managers Really Want (other than results)
This column first appeared in Printing Impressions January 2015 © Bill Farquharson Expectations. What does this guy want from me? Salespeople scratch their collective heads and ask this question as they walk out of off-putting encounters with the boss. Sure, you are well aware of his or her expectations regarding sales volume. That number was …
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Learn to Love Voicemail
This column first appeared in Printing Impressions November 2019 © Bill Farquharson You sit in a room full of other salespeople. Your competition, no doubt. One by one, a rep is ushered out of the room for their turn to impress. It’s an audition and everyone gets the chance to differentiate. To be special. To …
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Two Salespeople, One Problem, Two Solutions
This column first appeared in Printing Impressions June 2016 © Bill Farquharson Note from Bill: The idea for this column came after coaching two salespeople in a 24-hour time period. It was amazing and somewhat alarming that the same issues were raised but they were handled completely differently. It reminded me of an old story …
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Celebrity Print Reality TV
This column first appeared in Printing Impressions June 2015 © Bill Farquharson In a world of Reality shows and B-List made-for-TV competition, just about every idea worth watching has been pitched. We’ve got sharks and dancing and chefs. There’s The Donald and islands and races around the world. It’s all been done before, or so …
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Stamping out Sales Whining in Our Lifetime
This column first appeared in Printing Impressions June 2013 © Bill Farquharson Sales whining is at an all-time high. The CDC in Atlanta has put it on the “Watch” list as complaining by sales people (particularly in the printing industry) nears epidemic proportions. But fear not, PI readers, as this national crisis has caught the …
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The Best and Worst Sales Questions To Ask
This column first appeared in Printing Impressions August 2019 © Bill Farquharson While it is valuable for a salesperson to ask questions — of him/herself, to and about customers, etc.— there are good questions and bad questions. Good questions are the ones that improve sales productivity, help understand what is being done well, and make …
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Top 10 Mistakes Salespeople Make with Customers
This column first appeared in Printing Impressions June 2017 © Bill Farquharson A better title for this column might be, “Top Ten (I Didn’t Know That Was a Mistake) Mistakes (That Were 100% Preventable, You Know) Make with (Future Ex) Customers” but the editors felt the font would be too small to be readable, so… …
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