Graphic Media Alliance

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12/05/2023

Righting the Sales Ship

Source: Bill Farquharson, The Sales Vault, December 4, 2023

On the first day of every month, I check the air pressure of the tires of all family vehicles. The fastest way to burn through those expensive Michelins is through neglect.

On the first day of every month, I balance business and personal checkbooks. Because, duh.

And on the first day of every month, I push the centerboard down in my sales boat.

It is so easy to get scattered as a salesperson. Something crosses your mind and you write it down. An idea hits you in the middle of the night and you add it to a list on your iPhone. One task becomes three, becomes five, becomes 10.

It’s so easy for things to get away from you.

But, what if you took a moment every month to refocus, to check and make sure you are not getting too scattered, and to figuratively reset the direction of your sales activities (aka your sales boat)?

Go through your task list, deleting anything that’s been there since last month. With whatever is left, really question whether or not this is the best use of your time.

Speaking of time, think about the ways in which you are using your limited selling time. Is it well spent or are you chasing windmills, Don Quixote?

Do not begin a new month of selling without having filled up the air, found some balance, and refocused your selling day.

Drifting off course is an easy and common occurrence. Only by making it a monthly habit to examine your choices of selling activities can you be assured of maximizing your sales productivity.

Watch Bill present this week's sales tip


The Sales Vault, created by Bill Farquharson, is a subscription-based resource and sales community featuring a calendar packed with live workshops, on-demand sales courses, peer-to-peer discussion groups, and 35+ years of sales training content all searchable by sales challenge. Think of it as a sales conference where the seminars and workshops, full of instantly applicable ideas, are ongoing and more programs are added constantly.

The Sales Vault is available on a monthly subscription basis, normally at a no-brainer monthly price of $45/participant, but… GMA members can take advantage of an exclusive offer: FREE membership for 30 days followed by a discounted monthly subscription price of just $40/participant. 

Bill has been a friend of GMA for many years and is, no doubt, known to our members as a top sales trainer and content creator for the graphic arts.

Other Vault resources:

  • NEW: Replays—Insider exclusive recordings of Office Hours sales discussions
  • Downloadable prospecting letters
  • One killer-good intro letter only the bravest of the brave send out
  • A downloadable voicemail script
  • 15 on-demand video sales courses
  • Archived sales content searchable by sales challenge

Check out the Sales Vault!

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