- 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:
Emerging Leaders Academy Kicks Off This Week
The inaugural Emerging Leaders Academy officially launches this Thursday, bringing together current and future industry leaders for a collaborative leadership development experience focused on building stronger teams, smarter organizations, and a more sustainable future for the graphic communications industry.
Read MoreHelping Print Companies Navigate Change With Confidence
As a valued Graphic Media Alliance partner, Printers 401K is helping print companies address workforce and retirement planning challenges through solutions designed to support employees, simplify decision making, and strengthen long-term business growth.
Read MoreA Simple Solution to Digital Distractions
In a world filled with nonstop notifications, endless scrolling, and constant digital interruptions, paper continues to offer something surprisingly powerful: focus. A recent blog post from Two Sides North America explores how paper can help reduce distractions and improve productivity in today’s workplace.
Read MoreAI Evolution: Fisher Phillips Announces First Keynote Speaker for 2026 Conference
Artificial intelligence continues to reshape business strategy, workforce planning, and operational decision-making. Fisher Phillips has announced the first keynote speaker for its upcoming AI Evolution Conference in Washington, D.C.
Read MoreOMG Someone Picked Up The Phone
Getting on the bid list of a company does not take a lot of work. Getting to speak to someone and bringing them a fresh idea requires the one element Bill Farquharson talks about in this week's Short Attention Span Sales Tip.
Read More