Making Assertive Statements Assuming they receive any training at all, my belief is car salespeople are taught to “talk up” the car a potential customer is interested in, making such statements as, “She’s a beauty” or “You look like you belong in this car.” There’s probably some psychology behind it, like they are reaffirming the […]
Aug 19: Do YOU hang up on salespeople?
Do YOU hang up on salespeople? You can’t be in sales without the occasional rude prospect hanging up on you. It reflects poorly on them and their company. But what about you? Do you live in a glass house on this subject? After having been hung up on himself, Bill sat down and shared his […]
You’re Not My Type: Matching the Pitch to the Personality
Learn how to look for clues to a customer’s personality.
Aug 13: You Don’t Get to Talk to Me Like That
You Don’t Get to Talk to Me Like That If you haven’t had the proverbial door slammed in your face (read: “Not interested!” Click!), you haven’t been selling long enough. Sooner or later, you will run across someone who is not just unwilling to speak with you but they’re mean—or worse— rude about it. We’ve […]
Aug 12: How to Win More Bids
How to Win More Bids Other than the fact that you don’t have the lowest price, do you know why you lose so many bids? Bill does and he tells all in this week’s Short Attention Span Sales Tip. Have you checked out the new SASS [Short Attention Span Sales] podcast? Go to BillFarquharson.com/podcast […]
Who’s making money at printing…and how?
MindFire president Dave Rosendahl talks about how printers need to learn from the leaders when it comes to tapping into new reservoirs of income.
Aug 6: You Have Hit the Lottery
You Have Hit the Lottery My son-in-law, Bryan, was recently inducted into the electricians’ union in Boston (IBEW local 103, thank you very much). My wife and I, along with my daughter and Bryan’s mother, attended the ceremony. It was impressive. Very impressive. In front of 450 new union members sat five men in suits. […]
Aug 5: Got a Sales Plan, Stan?
Got a Sales Plan, Stan? Time is almost up. The calendar needs an answer. You’ve been warned this day is coming and, well, here it is. Put the lemonade down, drop the putter, and check out this week’s Short Attention Span Sales Tip to learn what you need to put together for a September sales […]