Bill Farquharson

Duxbury

Contributing Columnist at Printing Impressions

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Articles

The Non-Sales Sales Factor

1 week ago | piworld.com | Bill Farquharson

Watch this week's Short Attention Span Sales Tip here. Good morning!I had a fascinating conversation with a selling owner the other day. He was interested in growing his sales and wanted to talk to me about how I could help. One of his first comments was, “I’m no salesperson. I’m not very good at it, anyway.” As he tried to keep talking, I cut him off with: “What are you talking about? I researched your company prior to this call. You have 38 five-star Google reviews.
The Six Phases of AI Mastery

1 week ago | piworld.com | Bill Farquharson

Breaking News: McDonald’s announces its new AI Burger. Although no one knows what it is or why it even exists, it is selling out everywhere …OK, that’s not true. But it feels like it could happen, doesn’t it? The world is artificial intelligence (AI) crazy and applications are everywhere.
Two Things to Say About Sales Objections

1 week ago | piworld.com | Bill Farquharson

Continue to your page in 15 seconds or skip this ad. I'm a big fan of brevity. So, in that spirit, I’ll save you the 250 words I usually spend on a blog and make two quick points about sales objections:An objection is a request for information. Price objections are just trust objections in disguise. Boom!That was 50 Words. Want more? Join The Sales Vault at SalesVault.pro or call Bill Farquharson at 781-934-7036.
Why Your Great Idea Didn't Sell

1 week ago | piworld.com | Bill Farquharson

Watch this week's Short Attention Span Sales Tip here. Good morning!You are stunned. Dumbfounded. Bewildered.
Never Close a Sale

2 weeks ago | piworld.com | Bill Farquharson

“I’ve got a lot of quotes out there. Now I just need to close them.”Yup. And then the step after that is learn how to sell…differently. Sell so well that the close happens naturally, without negotiation, conflict, or concession. See, if you’re leading with price, you’re lining up alongside competitors, hoping to convince the customer to choose you. That’s a tough spot to be in—and yeah, you’ll need closing skills there. But what if you went upstream?
I Know I Know You, But ...

3 weeks ago | piworld.com | Bill Farquharson

Continue to your page in 15 seconds or skip this ad. Do I Know You? Is there anything worse than forgetting a name? Someone is walking towards you with a “Nice to see you again” look in their eye. You know you know them—or perhaps you are certain you should know them, but the name escapes your mind. Options:“Hey……man!”“Hhhhiiiiiii…..?”“Sorry, I cannot for the life of me remember your name.”None of those have any social appeal. Each is equally embarrassing.
A Sales Calendar Tip

4 weeks ago | piworld.com | Bill Farquharson

Watch this week's Short Attention Span Sales Tip here. It's time for a sales calendar sales tip... I’m assuming you're watching this tip on the day it was released—Monday May 12th—and if you are, here’s what the calendar tells us. Including this week, there are 7 full selling weeks between now and the week that includes the 4th of July. I'm a big fan of breaking the year up into chunks and stopping every once in a while, to think about where we are at and then make plans. So...
Things You Can't Teach a New Sales Rep

1 month ago | piworld.com | Bill Farquharson

Continue to your page in 15 seconds or skip this ad. Fundamentals of sales? Check. How to overcome the “price” objection? Yup. How to manage your manager? Absolutely. Your ideal target market? Why people buy from you? Your best marketing message and medium? Nope. Nope, and, let’s see…Nope. I have a mental checklist of information to share with a “New-to-sales, new-to-print” coaching client. But at some point, I get to the point where he/she needs to run the play.
A Short Sales Quiz

1 month ago | wideformatimpressions.com | Bill Farquharson

Watch this week's Short Attention Span Sales Tip here. Good morning!Many years ago, the mayor of New York City was a guy by the name of Ed Koch.
Sales Quiz

1 month ago | piworld.com | Bill Farquharson

Watch this week's Short Attention Span Sales Tip here. Good morning!Many years ago, the mayor of New York City was a guy by the name of Ed Koch.