Bill Farquharson

An email comes in from angry client — or so you think. Misreading tone can cause damage. But you can’t misread Bill’s advice this week.

To succeed in your next sales presentation, try ditching the machine specs and focusing on these points instead.

Memorial Day weekend is approaching quickly, which means this Friday will be something of a sales down day. Here are tips to make the m

If the traditional sales approach scares you, you’re in luck. Bill Farquharson offers two selling alternatives, without the discomfort.

Today, sending files around the world is common. But in 1998, that was something special. Bill retells the story in this week’s blog.

Many salespeople face a cycle of high-highs or low-lows at some point in their career. Here are strategies to manage those stressors.

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…