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Bill Farquharson

Bill Farquharson

Sales Trainer, Speaker, and Author for the Graphic Arts

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The Sales Challenge Blog

Dec. 3: The Optimist in the Room

December 3, 2019

The Optimist in the Room Have you ever been in a meeting where ideas are offered up and immediately shot down, one after another? Have you ever spoken to someone in an attempt to help them solve a problem and every option is immediately met with a reason as to why it just won't work? Now contrast

Nov. 26: A Difficult Sales Decision

November 26, 2019

A Difficult Sales Decision You are prospecting a bank. A big bank. This would be a coup if you landed it. After many attempts and several months, you are finally granted an audience. At the end of the phone call setting up a time to meet, the client adds: "Make sure you bring samples of other

Nov. 19: Read the Room

November 19, 2019

Read the Room I was out looking for a new car recently and, after some amount of research and discussion with Allison, settled on an Audi convertible. My next step was to go and get some hands-on education at a dealership. That's where I met Joe. Joe was the sales rep (or Audi Brand Specialist,

Nov. 12: In Case of Sales Emergency, Open Me

November 12, 2019

In Case of Sales Emergency, Open Me The most important part of time management is preparation. You need to be constantly thinking ahead to the next day, the next week, where you are in the month, and even where you are in the selling cycle. With that in mind, I offer you these thoughts… This blog

Nov. 5: 2019 In Four Chunks

November 5, 2019

2019 In Four Chunks The most important part of time management is preparation. You need to be constantly thinking ahead to the next day, the next week, where you are in the month, and even where you are in the selling cycle. With that in mind, I offer you these thoughts… If you are reading this

Oct 29: The “I Hate Cold Calling” Cold Call

October 29, 2019

The "I Hate Cold Calling" Cold Call Which would you rather do, make 10 cold calls a day for a month or take the "polar plunge" and jump into the ocean on New Year's Day? If you're like most people, you are reaching for your bathing suit right now. People who say they love cold calling are the ones

Oct 22: You’re Not a Good Prospect for Me… Of Course I’ll Work with You!

October 22, 2019

You're Not a Good Prospect for Me… Of Course I'll Work with You! As the prospect discussed her needs, you are becoming increasingly aware that this is simply not a good opportunity and certainly not worth your time. Her quantities are low and she is vague in her request, meaning it will likely

Oct 15: By The Time You Read This, I’ll Have Dozed Off

October 15, 2019

By The Time You Read This, I’ll Have Dozed Off Generation Z is coming. They were born between 1998 and 2008 and they will make up 40% of the consumer base by the year 2020. According to a Bank of America content creator, you have eight seconds to get their attention. Read the full article on

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Weekly Inspiration

Tips, Blogs & Podcasts

  • 11 Non-Sales Books That Will Grow Your Sales December 6, 2019
  • Dec. 3: The Optimist in the Room December 3, 2019
  • Dec 2: Bill’s BOGO Cyber Monday Sales Tip December 2, 2019
  • Nov. 26: A Difficult Sales Decision November 26, 2019
  • Nov. 25: A Unique Selling Week November 25, 2019

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Bill Farquharson

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The Latest Tips, Blogs & Podcasts!

Dec 2: Bill’s BOGO Cyber Monday Sales Tip

December 2, 2019 By Bill Farquharson

11 Non-Sales Books That Will Grow Your Sales

December 6, 2019 By Bill Farquharson

Dec. 3: The Optimist in the Room

December 3, 2019 By Bill Farquharson

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