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1 week 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.
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1 week 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.
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1 week 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.
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2 weeks ago | 
printandpromomarketing.com | Bill Farquharson |Bill Prettyman |Greg Muzzillo |Bob Saunders
Your email inbox is empty. You have no voicemails. Your phone is quiet. Looking at the sales leaderboard, your name is last on the list. To say business is off is an understatement. Having gone through all the usual “It’s not my fault” excuses to explain your situation — no one is buying right now, I can’t get anyone to pick up the phone, our prices are too high, they already have a vendor — you are finally ready to rejoin reality and examine the real reasons for your sales slump.
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2 weeks ago | 
piworld.com | Bill Farquharson
Your email inbox is empty. You have no voicemails. Your phone is quiet. Looking at the sales leaderboard, your name is last on the list. To say business is off is an understatement. Having gone through all the usual “It’s not my fault” excuses to explain your situation — no one is buying right now, I can’t get anyone to pick up the phone, our prices are too high, they already have a vendor — you are finally ready to rejoin reality and examine the real reasons for your sales slump.
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2 weeks ago | 
piworld.com | Bill Farquharson
Continue to your page in 15 seconds or skip this ad. I had a conversation with a print shop owner recently. It was one I’ve had many times before. Read the transcript below and see if you can figure out why his salespeople are unemployed 91 days into the job. Him: “Bill, I have tried and failed at finding a decent sales rep. They come and go, come and go, come and go.”Me: “Not surprised. I hear this a lot. Tell me more.”Him: “I put in a lot of time hiring.
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2 weeks ago | 
piworld.com | Bill Farquharson
Watch this week's Short Attention Span Sales Tip here. Good morning!One of my greatest fears is letting something slip through the cracks. I lead an appointment-driven life. My calendar is full of meetings and activities, both business and personal. So, I am constantly referring to the days and weeks ahead to gauge what's coming up. Another tool I employ is a simple spreadsheet. I call it my, “Opportunities and Activities” file. It is here where I keep a list of projects, both live and potential.
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3 weeks ago | 
piworld.com | Bill Farquharson
I was on the tennis court recently and not playing particularly well. My wife and playing partner told me I was not following through with my swing. Despite the fact that it was a friendly game on a Sunday afternoon, I was hesitant and nervous about making a mistake. Once I realized what I was doing and reminded myself this was just a game against Gary and Amy and not Roger and Coco, I was able to loosen up and follow through. The difference was immediate.
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3 weeks ago | 
piworld.com | Bill Farquharson
Watch this week's Short Attention Span Sales Tip here. Good morning!One of my favorite podcast shows is called, Acquired. I read in the Wall Street Journal it's the number one business podcast and I can absolutely understand why. The two hosts do deep research on companies like Rolex, IKEA, and even organizations like Indian Premier League cricket and then tell their story in one 3 to 4 hour presentation.
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1 month ago | 
piworld.com | Bill Farquharson
One of the best ways to differentiate and leave a lasting impression involves taking that extra step, i.e. going the extra mile. What makes me think of this is 3M. My wife was hanging some pictures in our family room the other day and rather than pound a hole in the wall, she reached for 3M’s Command Strips – those Velcro sticky things. As anyone who has ever tried to correctly position any kind of wall mounting, getting it right can be a challenge.
