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 specific to the Graphic Arts. More than just someone who teaches, he has sold print, labels, digital print, and promotional products over the course of his 37-year career in sales. Bill is a columnist for Printing Impressions magazine, their leading blogger, and the author of two books: The 25 Best Print Sales Tips Ever! and Who's Making Money at Digital/Inkjet Printing...and How? which he cowrote with Kelly Mallozzi.