Columnists Brian Barfield

Brian Barfield

Finding Lasting Success with Truth

Many years ago our forefathers laid a path to find a lasting success. It was built on the core principles of trust, honesty and integrity. This business practice created a unique bond of trust between sales associates and customers. In those days there were no sales tactics needed to manipulate or deceive customers into purchasing. Times were simple and happy. It was kind of like Mayberry on “The Andy Griffith Show.”

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Creating the Simple Minded Customer

We close out this series on the four basic customer types by focusing on our main goal. It is the goal of creating the Simple Minded Customer.

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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 successfull...

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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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