Columnists Brian Barfield

Brian Barfield

Swimming with the sharks: selling a Demanding Customer

Last month I shared with you three ways to successfully sell a guarded customer. This month we turn our attention to selling the demanding customer.

Of all the four customer types, the demanding customer is often the most feared to sell. If you do not have the proper skills or understanding, these customers have the potential to make a sale very difficult.


Lifting the veil: selling a Guarded Customer

Last month I shared with you the four basic customer types - Simple Minded, Demanding, Analytical and Guarded . Every customer that you meet will fall into one of these four ...


The four basic customer types

Over the years we have been trained to understand the four basic personality types. Some use animals such as lions, monkeys, giraffes and turtles; others use Dominant, Ex...

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