WWW.IMAGEMAGAZINE.COM.AU DEC 2022/JAN 2023 45 BILL FARQUHARSON Visit SalesVaultInsider.com/Image for on-demand sales training courses and to download Bill's books. Get instantly applicable sales ideas & inspiration! THE SALES VAULT SalesVaultInsider.com/Image with Bill Farquharson clings, decals, new businesses opening up, renovations…everywhere! The best source for new sales is to be found in my daily life. I need to look for it. I need to be more curious. Thanks, Mycroft!” “Boys, you are crushing it right now. This is as motivated as I have been in a long time. What else do you have to teach me?” But as he turns to look at them, Sherlock and Mycroft are gone. The rep stands and heads out to look for them. It doesn’t take long. His two little grey friends are heading to their food dishes. “No lessons here, I’d bet. All you two are doing now is following the same process you do when you are hungry, thirsty, and tired. You eat, drink, clean yourselves, and take a nap.” FOLLOW THE PROCESS “Hmmm…consistency of process. Maybe there is a lesson to be learned here. What could I do to make my selling activities more consistent? Right now, I make calls, but they are scattered and have no rhythm. I fit them in around other activities and make the calls primarily when things are slow. Perhaps setting up a step-by-step, week-by-week system of ongoing attempts would yield better results. Or maybe…” UNEXPECTED “THANK YOU’S” Thump! Something hits his foot. The rep looks down to see what was just unceremoniously dropped on him, interrupting his thought. He looks down and sees a very proud Mycroft standing over the dead mouse, a gift from a grateful cat. “Thank you, buddy. I am well aware that the unexpected customer gift is usually well-received…unless it’s a dead mouse. But still, it’s a good reminder: I should show gratitude to my clients.” “Boys, I have to thank you. You have taught me and reminded me of some valuable lessons. I will be more persistent and not give up, looking under rocks I have looked under in the past. And I will keep my eyes open for sales opportunities in my everyday life. In addition, I promise to be more consistent with my sales process. Finally, I will remember to give thanks to my clients for the work they give me.” As it turns out, sales lessons are all around us. The key elements to sales success can be seen in the activities during a typical day; all it takes is paying attention. Cats can make good mentors when you are looking to increase your sales. Bill Farquharson is an author who lives in Boston (USA). His book, The 25 Best Sign Sales Tips Ever!, can be purchased on Amazon or downloaded at SalesVault.pro/Image. Bill can be reached at [email protected] Photo Credit: Thalia Tran (Unsplash)
