Imagine working on a big, big, big order.* *By “big,” I am talking about income equal to six months of what you earn now. We’re. Talking. BIG. That is what I was working on. A large printer wanted their inside sales team trained. I’d flown thousands of miles from home to meet the client, the team he wanted me to train, and the other players involved. I’d come up with a plan for how I was going to turn the inside sales reps into sales monsters. It was typed into…
Read MoreAuthor: Bill Farquharson
How to Handle the Charity Request
They come in weekly, even daily during certain times of year: “Is there any way we could convince you to donate the printing/signage/promo? We are a nonprofit.” The natural, snarky response, of course is, “Well, we’re not.” But I advise against that. Instead, try this: “Every year, we budget a certain amount of money to provide work to nonprofits like yours. If you would like an application for next year, I’d be happy to send you one.” Then, create and send out a document which allows you to learn more…
Read MoreThink and Succeed
What would happen if you woke up in the morning and your first thought was, “I am never going to sell anything today. Why would anyone buy anything from me? I’ll be lucky to even survive.”
Read More20-20 Hindsight Sales
The account was history. That much he was sure of. It took two years to build credibility and a year to win the business. That was followed by two more years that he milked the cash cow he had created.
Read MoreThe Blog of Blogs
I need your help making a list.
Read MoreSales Lessons from Mom
As I look ahead to Mother’s Day and think back on what she has taught me, it occurs to me that she contributed a great deal to my sales career and that many of her parental lessons translate well to the sales world.
Read MoreThe Most Interesting (Sales) Man in the World
As a sales person, he is clairvoyant and omnipotent. He has built an impeccable reputation in the promotional products industry as a master of his craft. With each passing sales year, his legend grows. He is, The Most Interesting (Sales) Man in the World.
Read MoreFive Fundamental Sales Truths
In last week’s blog I gave you five harsh sales realities. I’m in a better mood this week. So, just to prove that I’m not getting old and cranky, this week I give you some good news.
Read MoreFive Harsh Sales Realities
I started my career in sales 30 years. Since then, much has changed but much remains the same in this field. Below I offer some thoughts and opinions. They’re not pretty. Just true.
Read More10 Rules of Sales Etiquette
With electronic barriers such as voice mail and caller ID, there is a loss of respect in a great deal of relationships, both business and personal. To help you to be the best sales person you can be, I offer up the 10 Rules of Sales Etiquette.
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