Farquharson/Tedesco on Business Development: How to Hunt Successfully
People want to buy from people who know their business simply because they don't want to train the trainer. Doing this feels like a waste of time and effort. Affinity is a good thing. Widget people feel comfortable around widget people. Banking people think other banking people add value. Buyers want access to your expertise and—here's the dirty little secret—are willing to pay for it. Expertise is differentiation. It's a leg up on competitors for doing nothing other than being yourself.
Bill Farquharson is a respected industry expert and highly sought after speaker known for his energetic and entertaining presentations. Bill engages his audiences with wit and wisdom earned as a 40-year print sales veteran while teaching new ideas for solving classic sales challenges. Email him at bill@salesvault.pro or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault, are available at salesvault.pro.
Very much alive and now officially an industry curmudgeon, strategic growth expert T. J. Tedesco can be reached at tj@tjtedesco.com or 301-404-2244.
