Can We Sell Now? How About Now? One of the more interesting questions I’ve come across over the last couple of weeks as we all get our arms around this new normal of selling in coronavirus times is, “Is it inappropriate to talk business while all this is going on around us?” Over the course of 24
March 23: 2nd Sales Tip for Virus-Induced Times
2nd Sales Tip for Virus-Induced Times Good morning! This is the second in my series of sales tips that speak to the gift of time we’ve been given by this crippling coronavirus. To summarize: You’re going to take a major sales hit; It’s finite. This too shall pass; Once you have
4 Elements of a Killer-Good Plant Tour
4 Elements of a Killer-Good Plant Tour A Short Attention Span Sales podcast March 20, 2020 | Bill Farquharson & Kelly Mallozzi Did you know why it's so important for a car sales rep to get you behind the wheel for that test drive? Because one in three people who drive a car buy a
March 17: One Problem, Two Outlooks
One Problem, Two Outlooks You have a choice and you need to make it quickly. Your sales depend on it. How do you see this coronavirus as it pertains to sales? Is this a devastating and crippling blow to your psyche and attitude and wallet? Do you see this as a gift? Those are the two options. This
March 16: Selling in Virus-Induced Times, Part 1
Selling in Virus-Induced Times, Part 1 Good morning! My mom used to say, “Bill, you lead an interesting life.” These are certainly interesting times. But like my mother, I am a stubborn optimist, one who accepts the reality of the day but does so while looking for the silver lining. These
4 Old School Sales Techniques You Should Apply Now
4 Old School Sales Techniques You Should Apply Now A Short Attention Span Sales podcast March 13, 2020 | Bill Farquharson & Kelly Mallozzi If you are in sales, being called "Old School" is both a badge of honor and a designation of being a little behind the times. But here's the thing:
March 10: A Great Use of Downtime
A Great Use of Downtime Life is busy. Your sales day consists of calls and estimating, deliveries and prospecting. Rare is the moment where you are not doing something. But every once is a while, you get a break…or perhaps you are spent and need a break. Whatever. In that precious expanse of
March 9: Is An Email a Sales Call?
Is An Email a Sales Call? Good Morning! “Does an email count?” That’s the question I get from weekly coaching clients when I discuss establishing daily sales activity goals with them. For reference, here are the rules I establish when it comes to counting calls: “Calls that count are