Bill Farquharson

Sales Trainer, Speaker, and Author for the Graphic Arts

Weekly Sales Tips

Bill Farquharson shares a new short-attention span sales tip every Monday morning. Signup to receive newsletters with a link to the latest tip delivered directly to your inbox!

  • Bill Farquharson. Aspire For, 25 Best Sales Tips, Who's making money at Digital/Inkjet Printing Oct. 14: The Malware Prospecting Technique - The Malware Prospecting Technique Good morning! I received an email from a printer in Tennessee not long ago that read, “Thanks for the opportunity to provide some pricing. Attached is my proposal for your consideration.” My initial thought was, this was one of two things: Spam or sent to the wrong guy. So, I replied […]
  • Bill Farquharson. Aspire For, 25 Best Sales Tips, Who's making money at Digital/Inkjet Printing Oct. 7: When Uncertainty Becomes Opportunity - When Uncertainty Becomes Opportunity Good morning! Around the time of the Great Recession 10 years ago, I was speaking with my all-time favorite customer and she was telling me how her company had a zero-growth year. Given that so many others in graphic arts were struggling and a lot of printers went out of business, […]
  • Bill Farquharson. Aspire For, 25 Best Sales Tips, Who's making money at Digital/Inkjet Printing Sept 30: The Secret Shopper Trick - The Secret Shopper Trick  Good morning! A few years ago, I was contacted by a print company that expressed an interest in sales training and we set up a date to meet in person. Just before I left, I called into their service center, made up some specs for a print job, and asked […]
  • Bill Farquharson. Aspire For, 25 Best Sales Tips, Who's making money at Digital/Inkjet Printing Sept 23: Your 2020 Sales Vision - Your 2020 Sales Vision  Good morning! Some lessons in life, we must learn again and again. Perhaps we (“we” being me) are dumb as a rock. Or perhaps were forgetful. Or more likely, both sometimes. It’s about this time a year when I start thinking about next year I asked myself some very basic […]
  • Bill Farquharson. Aspire For, 25 Best Sales Tips, Who's making money at Digital/Inkjet Printing Sept 16: The Creative Sale - The Creative Sale  Good morning! There are skills you need for sales and there are skills you need for life. Sometimes they intersect. This sales tip is one of those times… As my children would tell you, there are two conversations you never bring to me. The first is problems that are within your […]
  • Bill Farquharson. Aspire For, 25 Best Sales Tips, Who's making money at Digital/Inkjet Printing Sept 9: Your Best Lead Source - Your Best Lead Source  Good morning! Many moons ago, when I was a street sales rep schlepping business forms in Worcester Massachusetts (pronounced, “Wuss-tah”), I drove with a handheld tape recorder (first cassette and then digital) on the shotgun seat next to me. If I came upon a potential opportunity, I would reach over, […]
  • Bill Farquharson. Aspire For, 25 Best Sales Tips, Who's making money at Digital/Inkjet Printing Sept 3: The 3-Month Plan - The 3-Month Plan  Good morning! OMG what happened to August??? Here we are at the onset of a new month and with it comes a new block of time. What will you do with it? What are your goals? Do you even have any? While on a walk with my wife this past Labor […]
  • Bill Farquharson. Aspire For, 25 Best Sales Tips, Who's making money at Digital/Inkjet Printing Aug 26: Three Killer-Good Sales Questions - Three Killer-Good Sales Questions Imagine giving a 2-minute speech at a networking event and then being overwhelmed with people coming up to discuss how you can help them. Not possible? Bill has a way and he shares it in this week’s Short Attention Span Sales Tip.  Have you checked out the new SASS [Short […]
  • Bill Farquharson. Aspire For, 25 Best Sales Tips, Who's making money at Digital/Inkjet Printing 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 […]
  • Bill Farquharson. Aspire For, 25 Best Sales Tips, Who's making money at Digital/Inkjet Printing 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 […]