The Basics of Prospecting

The Basics of Prospecting

Do you need more sales? How about new business? If you've answered "yes," then this course is for you. Developed specifically for salespeople, Printing Industries of America has partnered with Bill Farquharson ( to deliver this free-for-printer-members course titled The Basics of Prospecting. Eleven short videos will cover very concise topics that are critical to successful sales including where to look for the best leads; knowing what to say in order to gain an appointment; and how to create a solid, successful prospecting program. Mix this course with some effort and get results.

Time to complete: 1 hour for the course and knowledge assessments.

You will learn

  • How to get an unpaid expert in research to find you great leads
  • The single most important sales skill a print sales representative or selling owner must have
  • How to avoid the price objection every time
  • Two proven prospecting processes for consistent sales growth

Bill Farquharson

Bill Farquharson

Bill Farquharson is a sales trainer and presenter for the print, signage, label, and packaging industries. The fact that he has 35 years of actual sales experience in these graphic communication industries gives him great credibility with his audiences and clients. Bill works at the local level, teaching sales people and selling owners how to drive sales momentum by understanding where to look for leads, what to say, and how to create a prospecting process, beating voice mail, time management, etc. Bill also works with equipment vendors, trade associations, and national franchises to create online training programs.

Bill is unapologetically Old School in his thinking and coaching but New Age in his approach and communication style. He believes the fundamentals never change: Make a high-value, well-researched sales call on the right target market using a prospecting process applied with diligence and success is inevitable. Through all of his content (online training, blogs, columns, and in person), Bill shares his wit and wisdom from the experienced mind of a 35+ year sales veteran.