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 […]
Oct 8: Watch Your Mouth…and Your Pen
Watch Your Mouth…and Your Pen I received an invoice via email today. It was for some work I had done at my home by an irrigation company. Overall, they have been terrific. They communicate well. They arrive on time. They give great advice. And they are fun to work with. The fun ended when the […]
Oct 1: Happy Birthday, [Your Name Here]
Happy Birthday, [Your Name Here] When I was a kid and it was my birthday, I could always count on two things. First, it was the only day of the year where we Farquharson kids could choose the meal (I always went with hot dogs in buns with chips and a Coke…and I mean for […]
Sept 24: Never Not Time to Sell
Never Not Time to Sell With apologies to his 9th grade English teacher, Bill uses this week’s blog to admonish salespeople for the sin of believing they have no time in the day or week to move the sales needle by first examining the definition of the word, Selling, and then providing the keys to […]
Sept 17: Motivation and Work/Life Balance
Motivation and Work/Life Balance A couple of weeks ago, I received a phone call from the spouse of a salesperson who works from home. It was her observation that her husband was, despite working a full day and being productive at his job, not entirely satisfied with life in general and overall, somewhat lacking in […]
Sept 10: All of Life Is a Sales Call
All of Life Is a Sales Call You are bombing down the road on a beautiful day, paying attention to everything except how fast you are going. The blue light flashing in your rearview mirror is an indicator that you need to switch to sales mode. Your teenager’s room is an absolute disaster and you’ve […]
Sept 3: Your Fall Sales Plan Checklist
Your Fall Sales Plan Checklist I wanted to share with you the advice that I gave my coaching clients last week as a way of getting prepared for today, the start of the three most important prospecting months of the year. Perhaps this will help you, too… Look back— in every inbox, there are email […]
Aug 27: You Don’t Need Closing Skills If…
You Don’t Need Closing Skills If… “I have a lot of quotes out there. My next step is to close them.” Actually, no. Your next step is to learn how to properly sell print such that it eliminates the “close” step entirely. To close an order means to convince a customer to accept your price […]