Unseating the Incumbent When I talk about sales objections, there are two that rise to the top of the popularity charts. Both are showstoppers for most salespeople. The first one is, "Your price is too high." The second one is well, the subject for this week's blog… "We already have a
First, the bad news: You are not Tony Robbins. You are not Oprah. Now, for the good news: You are you. You have a place and a market and customer. All three of my girls are inked. There is not enough tequila in the world for me to join that group and don a tattoo. Kate, my oldest, informed me that
If I asked you to name one trend in the printing industry, chances are you would be up to the challenge. But what if I asked you to name a trend in, say, the banking industry? Now how prepared are you? One of the most powerful, credibility-building sales tools you've got is understanding the trends
I was 21 years old and just out of college. Two weeks after graduation, just before my flight out to Chicago for one week of sales training, I got a call from my older brother. He gave me this advice: "Don't drink at the company-sponsored dinners." Andy warned me that executives watch how the new
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 hygiene. Sorry about that
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
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 thing and, well, it is!
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