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05/26/2026
The #1 Networking Misstep Sales Professionals Make
Source: Bill Farquharson, May 25, 2026
This week’s sales tip comes from Bill Farquharson & The Sales Vault and serves as an important reminder that successful networking is built on authentic relationships, not transactions. Bill encourages professionals to focus less on what they can gain from their network and more on how they can support the people around them.
By listening, reconnecting without an agenda, and actively looking for opportunities to help others succeed, professionals build stronger trust and deeper long-term relationships. As Bill shares, “Work the network” should really mean going to work for your network — because everyone loves a giver.
Original Contribution from Bill Farquharson:
Good morning!
It’s rare to hear from someone for no reason. I have a select few people in my life whom I call just to check in: my favorite cousin, my siblings, and my best friends from childhood.
Whenever they see my name on their caller ID, they know I’m simply trying to reconnect.
No strings attached.
No agenda.
So, they pick up.
Then, I do everything I can to make the call about them. I want to hear their news, successes, and stories, so I listen far more than I talk.
Too many salespeople see networking as a chance to get something from their inner circle of friends, family, and contacts.
Wrong!
Be a ‘taker,’ and you’ll find yourself leaving messages on voicemail. People see your name on their phone and already know what’s coming: another request for potential contacts or referrals.
Be a ‘giver,’ and the world is your oyster. Call to inquire about their business and ask what you can do for them. Ask them to describe their ideal customer so you can send leads their way.
Answer their questions and share information about yourself, but keep the conversation focused on them.
‘Work the network’ should mean going to work for your network. It’s amazing how quickly that kind of generosity comes back to you. People will trip over themselves to reciprocate.
Everyone loves a giver.
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:
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