How to Sell Without Knowing Everything

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06/11/2026

How to Sell Without Knowing Everything

Source: Bill Farquharson, June 8 2026

Starting a career in sales can be intimidating, especially in an industry as technical as printing, packaging, signage, or promotional products. New sales professionals often worry they don't know enough about products, processes, or solutions to be successful.

According to sales expert Bill Farquharson, that concern may actually be misplaced.

Rather than focusing on having all the answers, Bill encourages sales professionals to focus on asking the right questions. A genuine curiosity about a customer's business, challenges, and goals can uncover opportunities that even experienced salespeople might overlook. In fact, being new can be an advantage because you are more likely to challenge assumptions and explore possibilities others may miss.

Drawing on the timeless principles of Dale Carnegie, Bill reminds us that sales success comes from understanding what customers want and helping them achieve it. By listening more than you talk and approaching every conversation with curiosity, the right solution often reveals itself naturally.
Watch Bill present this week's sales tip

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:

Check out the Sales Vault!

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