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Messages to the King

This column first appeared in Printing Impressions April 2018 © Bill Farquharson There are many things the boss likes about being, well, The Boss, and he is reminded of one of them every morning as he pulls his cart perfectly between the white lines and directly in front of the sign with his name on

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The Sales Entrepreneur

This column first appeared in Printing Impressions February 2011 © Bill Farquharson Imagine being on a football team. You are on offense and your quarterback gives you a play to run. “24 Blue. On three,” he shouts. The team lines up. The QB points at the middle linebacker (for reasons unknown). Defensive players shuffle to

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Sales Calls Made Wicked Easy

This column first appeared in Printing Impressions February 2013 © Bill Farquharson You are mad at Dunkin’ Donuts (think “wicked light Starbucks”). Standing and waiting for your morning coffee, you notice a point of purchase tent piece proclaiming that you can get a free cup of coffee by signing up for their online loyalty program.

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Kill Your Assumption Gnome

This column first appeared in Printing Impressions June 2011 © Bill Farquharson Imagine having a gnome sit on your shoulder and whisper negative thoughts into your ear. All day long, you’d hear comments that would keep you from doing good things and urge you to do bad things. He’d tell you why it won’t work,

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How to Unseat the Competition: It’s in the Preparation

This column first appeared in Printing Impressions April 2017 © Bill Farquharson Why is it so hard to unseat the competition? All you are asking the customer to do is fire the incumbent vendor (one who might be well-ingrained in the account and possibly even a friend), reexamine a problem that they thought they had

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The Ideal Sales Day

This column first appeared in Printing Impressions October 2014 © Bill Farquharson It is 5:30 PM and your sales day is now behind you. But this one was not a typical sales day. It has been the Ideal Sales Day. You look down at a clear desk. You look up at an empty computer screen.

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Would You Rather, the Sales Edition

This column first appeared in Printing Impressions July 2019 © Bill Farquharson Google the phrase, “Would you rather” and you will find a bevy of difficult questions posing two options and asking you to pick one. They are not easy for both have consequences. There are many different versions of this exercise, one for kids,

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The Upside of Negative

This column first appeared in Printing Impressions May 2018 © Bill Farquharson For the fifth consecutive time, you lose a bid. Same customer. Same result. “I’ll keep trying,” you tell the client over the phone as she delivers the bad news. “I appreciate the chance to provide pricing. Please let me know if there’s anything

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Good Rep/Great Rep

This column first appeared in Printing Impressions March 2020 © Bill Farquharson Watching a sporting event such as the Australian Open tennis tournament or a professional golf event or basketball or baseball or football and you will see two kinds of competitors. The first is the group possessing the kind of extraordinary talent and athletic

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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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