In this week’s Short Attention Span Sales Tip, sales strategist Bill Farquharson reminds sales professionals that getting added to a company’s bid list is often the easy part. The real challenge is breaking through the noise, getting someone to actually answer the phone, and creating a conversation that matters.
Farquharson emphasizes that too many salespeople rely on repetitive outreach and generic messaging. What truly gets attention is bringing a fresh perspective, an idea, or a solution that the customer may not have considered before. Curiosity, preparation, and relevance remain powerful differentiators in today’s crowded marketplace.
For print and graphic communications professionals, the takeaway is simple: stop focusing only on price and availability. Focus on becoming valuable enough that someone wants to continue the conversation.
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: