Bill Farquharson

Bill Farquharson, Print Tec president, has been in sales since 1982, when we went to work for UARCO Business Forms. Four years later, when it was widely agreed that Bill does not play well with others, he started his first company, Advanced Form Systems. From there, where he sold forms and printing, he stumbled upon digital printing right at the onset, thanks to an article in the Wall Street Journal. As an early adapter of the technology, Bill wrote training programs for Xerox, Indigo, Heidelberg Digital (back when there WAS a Heidelberg Digital) and many others in an effort to help printers make the jump to this new profit opportunity. Next up, Bill got into sales training and created a prospecting program (Get Sales NOW!) that has become a huge success. As a speaker, writer (Graphic Arts Monthly, WhatTheyThink.com), consultant, and sales coach, Bill stays busy. When he is not racking up the frequent flier miles, he returns home to Duxbury, Massachusetts where his wife and three young daughters await....along with a long list of things for him to do (take out the garbage, pick up the cleaning, mow the lawn....).

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Print Sales Call

Recent Posts

Questionable results

June 28, 2009 | Link This | Email this | Comments (0)

Last week on my new Sales Monday web page I asked the survey question, "How many times do you call on a prospect before giving up?" The average answer was 4.9 and that number does not include the 16% that answered, "Never!" I cannot believe the validity of that information. Here's why:

First, I've been sales coaching for a long time. To get people to make a SECOND phone call takes an act of God. Are you telling me that the survey respondents are THAT extraordinary?

Second, when I ask owners and managers how many times the average sales person calls on them and never leaves a second voice mail, the answer consistently comes back, "90%."

So tell me, how is it that my survey came up with such extraordinary results?

Recent Posts

Start the Sales Wave

June 23, 2009 | Link This | Email this | Comments (0)

Watching from Fenway Park's cramped Section 23 last Wednesday, the game between the Red Sox and Florida Marlins dragged on. Not a very exciting affair, but just being at "America's Most Beloved Park" — even stuffing my 6'6" frame into the seat—was worth it.

My seat was on the left field side and I had a clear shot of the bleachers, where my Dad and I used to sit for $1. Like clockwork, one or two drunk—I mean—passionate patrons decide to fill the time by convincing the 33,545 in attendance to do The Wave.

They were the Sales People.

The crowd around them took a little convincing, but the Reps were undaunted by the humongous task. They counted to three and a few similarly, um, passionate fans joined in, raising their hands and shouting.

For all of their selling effort, it was a weak show...Read More

Recent Posts

Can you imagine your success?

June 19, 2009 | Link This | Email this | Comments (0)

What if I told you that you would be wildly successful this fall? Can you imagine it? What if I guaranteed that your hardwork would absolutely, 100% result in booming print sales and your numbers would blow your mind? Can you FEEL it? Can you picture how incredibly happy you would be? Can you?

Keeping that result in mind, make your sales calls today. The failures will not hurt you. Rude people on the other end of the phone will not faze you. You are bulletproof. Gone are the fearful emotions you have been haunted by. They are replaced with anticipation and confidence. What an impact this transformation will have on your sales!

Success is a self-fulfilling prophecy. If you believe you will be successful, you will be. But don't TRY to be succesful, simply BE successful. Know that you are already there. Sell like you are already there. "Do or do not...Ther...Read More

Recent Posts

Lucky 10th caller

June 12, 2009 | Link This | Email this | Comments (0)

Doesn't it seem that calling on prospects and customers is like dialing in to a radio station to win tickets? Honestly, I think sales Buyers and Marketing people should Twitter, "Be the 10th caller now to speak with me." At least that way it would be a little more entertaining.

Recent Posts

Generic Voice Mail

June 3, 2009 | Link This | Email this | Comments (2)

Had an interesting conversation with a coaching client yesterday. He asked for a generic voice mail message to leave to a prospect; something that was catchy, original, and differentiated.

Here's what I came up with:

"This is Bill Farquharson calling from Farco Printing. I am calling to do one of two things for your company: Either lower the usage cost of your documents or increase their value. I will call back and hopefully get the chance to speak with you."

Naturally, return phone numbers would be left.

Any thoughts on what YOU'D say in a general voice mail?

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