A Year’s Worth of Thanks Good morning! Today, December 30, 2019, I have no sales tip for you. I simply wanted to thank my listeners, viewers, and readers for the best year I've ever experienced on planet Earth. On the business side, business boomed thanks to a disciplined focus and the
Dec 23: Lose Voice, Gain Sale
Lose Voice, Gain Sale Good morning! Do you ever watch TV with the sound off? It's a completely different experience and one that, as a salesperson, I hope you undertake. Here's why… During the commercials, does a lot of ancillary information that advertisers try to slip past viewers.
The Promotional Products Sales Challenge
The Promotional Products Sales Challenge December 20, 2019 | Bill Farquharson & Kelly Mallozzi Scott Cappel is a printer's printer. San Diego-based, Scott led his company not only as its owner but also the one and only sales rep. Ever. When he sold his client list, he faced a choice:
Dec. 17: Win Those Bids At Your Price
Win Those Bids At Your Price You are one of five sales reps bidding on a job. The client calls and says, "Yours was not the lowest price. Congratulations. We are placing the order with you." How did you accomplish that? Your phone rings. A client has invited you to sit in on a planning
Dec 16: Selling with Certainty
Selling with Certainty Good morning! On your way to work today, you come upon a stranger. It could be someone next to you at Starbucks or the woman who gets out of her car at the same time as you in a parking lot. As this is someone you've never met before, any communication between the two
The Joys and Pain of Working/Selling From Home
The Joys and Pain of Working/Selling From Home December 13, 2019 | Bill Farquharson & Kelly Mallozzi On the surface, it's ideal: You make your own hours while living in an unsupervised environment, free to sell, make lunch for the kids, or watch Mrs. Maisel again because it's just that
Dec. 10: Change the Rules, Win the Game
Change the Rules, Win the Game An RFQ comes in. You are asked to bid on a wide variety of products in a number of different quantities. The client wants pricing to be the same regardless of the quantity ordered. They want one flat shipping rate. They want preferred delivery. Their list of "demands"
Dec 9: Sales Loss vs. Sales Defeat
Sales Loss vs. Sales Defeat Good morning! I am writing this on a morning where the lead story on ESPN.com is a David and Goliath tale. A small school with a name more fitting a novelist than a giant-killer, Stephen A. Austin, beat Duke University, the #1 college basketball team in the