Bill Farquharson

After hard prospecting, you’re sitting in front of a potential client. Want to completely blow them away? Here’s what to say.

Your task list is a graveyard for good ideas and you likely add to it over and over again. This week, Bill offers advice to lighten it.

Have you ever canceled a service only to be offered a lower price? Bill’s recent experience with this led him to this good advice.

When a client becomes a friend, it’s special. When that client treats vendors as assets, it’s unique. Dan Canzoniero was that kind of customer for Bill Farquharson and in his blog this week, he honors his friend with a remembrance.

With the turn of the new year, it's time to focus on acquiring new business. But before a salesperson dives into the process, he or she needs to be able to answer a simple question: Why should I see you?

Sales were slow. Very slow. The salesman sat at his desk and festered. He was frustrated by his lack of results and wondered what he was doing wrong. “Well,” he thought to himself, “there’s only one thing I can do: I’m going fishing!” So, in the middle of the day, the salesman grabbed his rod and reel and headed for his favorite lake. Rowing out to the middle, he cast his line and waited ... and he waited ... and he waited.

A better title for this post might be, “Top 10 (I Didn’t Know That Was a Mistake) Mistakes (That…