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11/11/2026
Do You Hear What I Hear
Source: Bill Farquharson, November 9, 2026
Good morning!
I have a new coaching client, meaning we talk once a week. In each of our first three conversations, I’ve known his mood within 10 seconds.
10 seconds!
On our first call, he was upbeat.
On our second call, he sounded defeated.
On our third call, he was optimistic.
How could I have gotten all of that in just 10 seconds? Well, certainly, I knew what to listen for as a sales coach. But the short answer is, a client can hear every emotion you are having. It’s in your voice.
Are you enduring a dry spell and find yourself desperate for business? You reek of desperation.
Is it your birthday? You sell with joy.
Did a client just place a massive reorder? You have an air of happiness.
It’s all there and it is a sales tool you can use.
Gauge your mood. The upbeat sales rep doesn’t need to adjust. But if you are feeling any kind of negative emotions, block them out and sell with the freedom of someone at the top of their game. Sell like you already have the order. Sell like you love your job. Sell like you have the winning lottery ticket in your pocket.
What you say to a client is important, but the emotion behind it is of equal importance. They’ll hear your words, but they’ll feel them based on the energy you exude.
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:
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