Miscellaneous

A Pirate Looks at 60

This column first appeared in Printing Impressions October 2020 © Bill Farquharson On October 20, 2020 at 10:10 PM Eastern time, I will turn 60 years old. The cursor is blinking at me, awaiting my next words but I am taking in the number “60.” Oddly, it’s one thing to say it and another thing …

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COVID-19 Customer Hide and Seek

This column first appeared in Printing Impressions November 2020 © Bill Farquharson At some point this past spring, the game began. The Center for Disease Control counted to 10 and everyone scattered. Kids came home from school and went to their room. Visitors went back where they belong. City-dwellers became country folk.And clients left their …

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The 90% Rule

This column first appeared in Printing Impressions September 2020 © Bill Farquharson Ah, human nature. There are things in life that are just predictable: The odds of a dropped piece of buttered toast landing face down. The chances of the driver you just screamed at for cutting you off being your next appointment. And the …

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Same Sales Calls. Different Results?

This column first appeared in Printing Impressions May 2020 © Bill Farquharson There is a scene in the movie, Good Will Hunting, where its stars and co-writers Ben Affleck and Matt Damon are in a bar frequented by Harvard students. Affleck takes a run at starting a conversation with a young co-ed but his efforts …

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Good Rep/Great Rep

This column first appeared in Printing Impressions March 2020 © Bill Farquharson Watching a sporting event such as the Australian Open tennis tournament or a professional golf event or basketball or baseball or football and you will see two kinds of competitors. The first is the group possessing the kind of extraordinary talent and athletic …

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The New Sales Challenges

This column first appeared in Printing Impressions June 2020 © Bill Farquharson “The New Sales Challenges: What was once optional is now mandatory”Those were the words written on the whiteboard when the sales reps filed in to the conference room for the monthly meeting. As is company policy, no cell phones were allowed, leaving the …

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Sell Away Your Problems

This column first appeared in Printing Impressions July 2020 © Bill Farquharson It’s as if you were in a coma, isn’t it? There you were cruising along and the next thing you know your book of business is a pamphlet. You can rub your eyes and pinch yourself all you want. Nothing is going to …

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Of Sales Scripts and Voicemail

This column first appeared in Printing Impressions January 2020 © Bill Farquharson Have you ever played the parlor game, “Two truths and a lie?” It’s a great icebreaker for groups and even works if people know each other well. When they’re done, they might wonder if they really ever knew the person at all. Each …

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That Time a Vacation Column Was Submitted

This column first appeared in Printing Impressions August 2020 © Bill Farquharson va-ca-shun (n): To not work. No, really. Submit a column, back away from the computer, and get lost. Go on…It was clear to everyone but him that he needed a vacation. COVID-19 quarantining had made him a little, well, more crazy than usual. …

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Wait…This Is Print?

This column first appeared in Printing Impressions April 2020 © Bill Farquharson Emma Louise, a Cornell University graduate student accompanied her father at a tradeshow. To call this a “print” tradeshow would be both unfair and inaccurate. Sure, print was present but it was displayed in many ways and on various substrates. The entire show …

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