Columnists Brian Barfield

Brian Barfield

Checkmate: Selling an Analytical Customer

Last month I shared with you three keys to successfully selling a Demanding Customer. This month we move forward to selling the Analytical Customer. In order to successfully sell these analytical customers you must bring your A game.

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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 custom...

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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 ...

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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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Henderson Designs partners with Luca Lorenzini for fun, modern line

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