- 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
Complete Story
09/04/2024
Bidding Differently
Source: Bill Farquharson, The Sales Vault, September 2, 2024
Imagine you are putting a bid in on a house. It’s just a number, right?
But in response to your offer, the homeowner comes back and says something unusual:
“My house is special. I am interested in knowing its future. You are one of two parties I am considering. Your bids are virtually equal. But I have one question for the both of you and depending on the answer, I will make my decision. My question is, “What 3 changes will you make to the house if you are awarded the bid?”
As the new homeowner, you are coming in with a fresh pair of eyes. Some of the changes are upgrades while others are just personal preference. But you will undoubtedly do things differently.
Take the same thinking to sales and, in particular, working to gain a new account.
Imagine approaching a prospect’s bid by adding, “Here is my price. Should you decide to make a switch and bring me in, you can expect:
- I will question assumptions
- I will look at everything with new eyes and a fresh perspective
- The result will be innovation; a new look from top to bottom and a better way of doing things. You don’t know what you don’t know. “Let’s find out together.”
Differentiation can take on many different forms. Don’t just throw a number at someone. Give them a better reason to look your way.
Changing vendors is scary, but there is an upside, too. Complacency is the enemy of innovation. Remind your prospects of that.
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:
2026 Print Excellence Awards
Entries are arriving at GMA’s office. Are your entries among them. If not, you still have time. The deadline is December 31.
Read MoreExtended Producer Responsibility (EPR) Legislation
EPR legislation is one of the most significant policy threats our industry has faced in decades. It’s transforming how packaging, labeling, and printed materials are designed, produced, and managed at the end of their lifecycle. As legislation continues to advance across multiple states—and begins to influence federal discussions—EPR will have major implications for the printing, packaging, and manufacturing sectors.
Read More10 Essential Items on Your December 2025 To-Do List
10 items you should tackle in December 2025, based on the latest workplace law developments and upcoming critical compliance issues.
Read MoreBound Printed Matter Litigation On Hold
Among the many government activities on hold because of the government shutdown are those of Department of Justice attorneys representing other federal agencies. Among those is the suit against the Postal Regulatory Commission's June 25 decision denying the Postal Service’s request to remove Bound Printed Matter flats and parcels from the market-dominant product list.
Read MoreAn Employer’s Guide to Multi-Cultural Celebrations
While employees should feel included year-round, the holidays offer a unique opportunity to blend different cultural, religious, and secular traditions into a respectful and welcoming environment.
Read MoreOvercome the Price Objection
While researching a new Sales Vault training course, Bill Farquharson came across a new way to overcome the price objection and shares it in this week's Short Attention Span Sales Tip.
Read More