Stop. Think. Sell.

By Bill Farquharson, Sales Vault. Read Bill’s tip below or watch Bill here.

Good morning!

Back in July, the golf club where I play hosted a Women’s US Open Qualifier. This is a part of a process where golfers who don’t get in to the US Open through ranking or winning on the tour can still make it to Pebble Beach (where US Open was played) by finishing either 1st or 2nd in a qualifying round at a select location — this year just happened to be at our little course in Duxbury, Massachusetts.

I was a spectator that day, walking the course I know so well and watching these women devour it one hole at a time.

Beyond the incredible shots I witnessed, what struck me was how much time they stood over each shot, thinking, preparing, and planning before they hit.

It made my grip-it-and-rip-it style look barbaric.

The result of this “don’t rush” approach was a well-placed shot, time and time again.

It got me thinking… “Which parts of my job would benefit from an extra moment of focus?” The long list I came up with made me change that question to, “Which parts wouldn’t?”

With all of the actions and activities that make up the sales day, every component can be made better by thinking it through, double-checking for accuracy, considering a different approach, confirming the components of an order or a quote, and the like.

Pause before making a client call. What do you want to accomplish? What can you learn that you don’t already know? What’s a great question to ask them before ending the call?

Think before that next sales presentation. Do you have a solid plan? Are you clear on what the client wants out of the meeting? Do you have a next step planned?

Prepare for that day of prospecting. What makes these good targets? Do you understand their business enough to know how you will help them? What will a voice mail message sound like?

There is no part of your selling day that doesn’t benefiting from spending a little extra time “standing over the ball.” Go ahead and toss some grass in the air to check wind direction. Confer with your “caddie” for a second opinion. Then, taking deadly aim, and visualize where you want the “ball” to land.

Only then should you grip-it and rip-it.



It’s ideas like these that make up The Sales Vault. PGCA members receive a discount on this monthly subscription.  Visit or contact Bill Farquharson at 781-934-7036 or


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