Columnists Brian Barfield

Brian Barfield

Modern Day Selling

The Seven Simple Truths
Truth #4:
Connecting with customers is the new way to success

 For many years the training industry in retail has mainly focused on sales techniques and tactics as a way to produce numbers and create business. There have been many great lessons on how to sell your customer and maximize the sale’s full potential. If you have been in the industry for a while, I am sure you have heard the same training lessons over and over, which are spun many different ways. For a season it was very productive and produced very good results. However, somewhere along the way it has lost it’s effectiveness and here we are today.

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Modern Day Selling: The Seven Simple Truths - Truth #3: There is often success in longevity

Today I am going to offer you some valuable insight that could impact your career in a meaningful way. In today’s retail world there is a great deception at work that o...

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Modern Day Selling: The Seven Simple Truths

Truth #2: Understanding how to make lasting change

Have you ever addressed an issue thinking that you had solved the problem, only to find out later that it still ex...

Modern Day Selling: The Seven Simple Truths - Truth #1: People are People

Today I am excited to start a new series that will offer you fresh insight that is designed to help enhance your sales career and performance. Over the next few months I ...

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Modern Day Selling: Effective Closing

Have you ever really thought deeply about the concept of closing a sale?   For many sales associates closing can be very complicated and complex. It often is the harde...

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Modern Day Selling: Article 6: Selling with vision and insight

In our journey to discovering new avenues to success, I hope that you have found great satisfaction in connecting with your customers in a new way. At this point you have...

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The Modern Day Sales Presentation: Managing your sales presentation

In last month’s article I shared some insight into examining your selling style and how to create a selling style that is more effective with the modern day customer. T...

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The Modern Day Sales Presentation: Creating your selling style

Along our journey to discovering the modern day sales presentation, I have shared with you insights that have revolutionized my sales career. I hope the importance of see...

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The Modern Day Sales Presentation: Establishing trust to open lines of communication

Have you ever found yourself in a situation where you possessed a specific need, but felt very vulnerable when offering information? The first thing that comes to my mind...

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