Industry sales trainer presents sessions on sales and sales force development and management at Printing Industries of New England Conference

Alexandria, Va. - Knowing the best place to look for “killer-good prospects” and understanding how to answer the question, “Is that your best price?” were just two of the “25 Best Sales Tips Ever” noted industry sales trainer Bill Farquharson shared with attendees from throughout New England at the Printing Industries of New England (PINE) Conference in Brewster, Mass., recently.

Farquharson, a Vice President of Epicomm, the Association for Leaders in Print, Mail, Fulfillment, and Marketing Services, also offered sales managers and company executives a session on “How to Create the Best Sales Force in the World.”

“There are six fundamental truths about managing a sales staff,” said Farquharson, telling conference attendees that “these include the fact that new hires will require a lot of your time, that sales expectations are seldom met and often missed, and that there are five different types of sales reps and five different management needs.”

During his presentation, Farquharson offered several tips on how to understand salespeople and how to manage to four key sales fundamentals: call quality, target markets, the prospecting process, and diligence. “Remember, if the sales results are not to your liking, the culprit is always one of these four things—this is true now and it will be true 10 years from now.”

Farquharson will discuss these four fundamentals in his free webinar, “The Four Keys to Sales Growth,” on Tuesday, Nov. 10, at 2 p.m. ET, part of his “Sales in 15!” series of 15-minute webinars designed to help give sales a boost. “The fundamentals of sales are immune to environmental change,” says Farquharson. “This webinar answers the question, ‘Why aren’t you selling more?’” To register for this program or view a upcoming “Sales in 15!” webinar topics, go to https://epicomm.formstack.com/forms/webinarreg.

During his “25 Best Sales Tips Ever” session at the PINE Conference, Farquharson provided a lighthearted, but insightful look at tips such as the best three selling months ever, the best way to land “a big fish,” the best prospecting plan, the best way to make seven calls a day, the best time to make a sales call, and the best selling motto ever, and the best way to never cold call again.

“Diligence, or what you might call ‘pleasant persistency,’ is the most important sales characteristic,” he explained, adding, “but it is important to marry that to an understanding of what sales strategies and tactics work and how you can apply them to your specific market and company capabilities.”

Prior to joining Epicomm, Farquharson served as President of Aspire For, a sales training and consulting firm in Duxbury, Mass. A 30+ year sales veteran in the print and form industries, he has trained thousands of print sales representative, sales managers, and “selling owners” with a highly successful, no-nonsense “old school” approach. His unique training programs—The Sales Challenge, Epicomm eWorkshops, and Sales in 15! webinars—have become an industry standard for driving new business.

The Sales Challenge is an economical sales training program—$97 per month—for salespeople and selling owners in print, mailing, signage, promotional products, labels, and packaging. Program attendees watch three videos a month on key sales-related subjects, participate in a small-group conference call where everyone brings one sales challenge to discuss, and have a one-on-one with  Farquharson. Every day at 4 p.m. ET, they receive an email with a link to Bill’s website and report in with their day’s sales call total. Once a week, sends out a report to reps and managers showing results. It’s a month by month program; attendees can stay as long as they like and can quit at any time.

Epicomm eWorkshops are four-week training programs on sales-specific subjects. On the first three Mondays, participants receive access to a recorded training webinar, including speaker’s notes, which they can watch as many times as they’d like during a 24-hour period. During the fourth week, they participate in a small-group conference call to review the material and cover their sales challenges. Each eWorkshop costs $249 per person. An entire sales staff (up to 10 people) can be enrolled for $749. 

Farquharson also shares two weekly electronic eBlasts each week with thousands worldwide—the Monday Video Sales Tip and Friday Short Attention Span Webinar—and has seven new training DVDs available. For information on any program or product, contact Farquharson at (201) 523-6357 or  [email protected].