- 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:
FINAL CALL: ENCORE 2026 Is Just Days Away!
This is it! The 2026 ENCORE Leadership Conference is just days away, and time is running out to get yourself and your emerging leaders in the room. Six sessions. One powerful day. Ideas your team can put to work immediately.
Read MoreLAST CALL FOR GOLFERS: There’s Still Room on the Tee!
Been meaning to register? Consider this your reminder! The 21st Annual GMA & Sterling Distribution Golf Tournament is just days away, and we still have room for a few more golfers. Grab your clubs, grab your team, and join us October 6 at Royal American Links!
Read MoreGMA Member News: Brothers Printing Begins an Exciting New Chapter
We’re excited to share some great news from longtime GMA member Brothers Printing. After more than a century of serving customers, the Cleveland company is entering its next chapter by joining forces with Foote Printing, bringing together two Cleveland-rooted companies, expanded capabilities, and the same trusted team and commitment to service.
Read MoreMichigan Members: A Limited-Time Opportunity to Take Control of Natural Gas Costs
Michigan members have a unique opportunity through GMA’s partnership with TogetherSolve to gain greater predictability over natural gas costs before winter arrives. The window to participate is limited, so now is the time to explore whether this opportunity makes sense for your operation.
Read MorePRINTING United 2026 Showcases the Energy and Momentum of Our Industry
Congratulations to PRINTING United Alliance on another successful Expo! GMA President Andrew Schall joined thousands of printing professionals in Las Vegas for an impressive showcase of technology, innovation, and industry connection, while spending valuable time with GMA members and partners from across the country.
Read MoreWhy New Reps Fail
Bringing a new sales rep onto your team takes time, investment, training, and a whole lot of hope that you made the right hire. But hiring the right person is only the beginning. This week, Bill Farquharson looks at what can derail a new rep’s success and what sales leaders can do to give them a better chance of succeeding.
Read More