Bill Farquharson

Bill Farquharson

The Importance of Pushing the August Print Sales Reset Button

I love my job. I bound out of bed every morning and often times find that I’ve been at my desk for several hours tinkering with content or presentations or a blog or an article or a book and look up to find that I have neither eaten nor participated in any kind of personal …

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The Student of Sales

Good morning! Of all the things that I do in this crazy job that I’ve created, it’s the one on one coaching that I love the best. This is most true when I’m working with new salespeople. What an opportunity this gives me! It’s as if I have a DeLorean and I can ramp it …

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The Lazy Print Sales Rep’s Phone Script

My youngest daughter, Madeline, recently took a job working for Hibooks, a start-up competitor to Audible that’s using the Netflix model to build a following. She’s in customer service (no better place for Farquharson sarcasm, she tells me). Madi says this new job has given her a new appreciation for the patience necessary when working …

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Be the best, but don’t believe it

Good morning! Quick question. Without overthinking it, give me a yes or no: Do you think you are a better-than-average salesperson? It’s a well-worn statement that most people believe themselves to be smarter than the average person. A recent Wall Street Journal weekend edition article did a study to confirm this. Men (70%) more than …

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How to Get a Prospect to Trust You

A rare event occurred last week. A PR agency in New York promised to set up an appointment with an executive regarding the book I wrote … and then did. She followed up. She did what she said she would do. She actually did. And the crowd went wild. It sounds like such a simple …

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How to go on vacation

Good morning! Vacation (va-ca-shun). Noun. To not work for a while. To shut down and reintroduce yourself to family members known as “children” in places like DisneyWorld (see also “Moneysuck”). 20 years ago, if you had told me I’d be doing a sales tip called, “How to go on vacation” I’d laugh in your face. …

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You Told Me I Was a Jerk, and For That, I Am Grateful

I woke up on a Sunday morning recently to a strange text message, written at 12:14 a.m. It was from a former customer of mine. The person wrote that they were going through their contact list and thinning out/deleting old names. When s/he came across mine, strong feelings arose and the result was this text: …

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What to do when no one answers the phone

Good morning!Over the years of doing what I do, there have been several topics that pop up in conversation again and again. For example, “Where do I find a good sales rep?” But there is another one quickly racing to the top and fighting for the number one spot:“No one answers the phone anymore.”Close cousins …

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One Quick Way to Improve Sales

You: Hey, Bill, how’s business since you went back on your own last fall? Me: A lot better than I thought, actually. I had six months’ worth of cash put aside and … You: I’d heard that’s what you are supposed to do. It’s hard for me, though, and I just haven’t been able to …

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