Columnists Brian Barfield

Brian Barfield

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 is taking my car to the auto repair center. Clearly I am there to have something done to my car. However, to not look ignorant I act like I know what needs to be done and offer very little information. I do this because I have the sneaky suspicion that they are going to rip me off, or overcharge me for their services. The simple facts are that I know nothing about car repair and the person who can help me has not yet gained my trust.

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The Modern Day Sales Presentation: Connecting with the Modern Day Customer

In the beginning your sale has unlimited potential. It has the potential to be quick, easy and effortless. It also carries the potential to be a long-winded, drawn-out ma...

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The Modern Day Sales Presentation: Seeing your sales presentation in a whole new light

Over the past two years it has been an honor to share with you many great truths within my message of Modern Day Selling. I want to thank everyone who has helped to facil...

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Modern Day Selling: Fishing for Sales article 3: Using the right bait

In this final article on fishing for sales we are going to examine the final key ingredient to finding success in fishing, and how it relates to the world of retail sales...

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Modern Day Selling: Fishing for Sales article 3: Are you using the right equipment?

In last month’s article we discussed the importance of finding the right location, or hot spot, when it comes to fishing and sales. As we move forward this month I am g...

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Modern Day Selling: Fishing for sales: Finding the hot spots

In last month’s article I shared with you the concepts of successful fishing and how it relates to the sales floor. There are three important things that you will need ...

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Modern Day Selling: Fishing for sales: Are you a good fisherman?

In the world of sales today we are judged based on our performance. Those who perform well often find success and fulfillment. Then there are those who underachieve and f...

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Modern Day Selling: Maximizing your store’s full potential

As we close out this series on The Modern Day Store, I think that it is fitting that we end with maximizing your stores full potential . In many of our stores today I can a...

Modern Day Selling: The Modern Day Store: Article VI Creating the modern day store environment

In last months article I shared with you how to understand your defining moments in life. By piecing together these moments you were given insight to see the big picture ...

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