Last updateTue, 24 May 2016 9pm

Brian Barfield

Modern Day Selling: Creating a lasting legacy in your sales; article 2

Article 2: Creating a lasting legacy with your customer

Today I am going to offer some valuable insight into creating a lasting legacy within your customer. As a sales professional it is vital to have the ability to connect with your customer and establish a bond of trust. Over the past few years I’ve written many articles with the sole purpose of connecting you with your customer, opening the lines of communication and creating an obligation to become your customer for life. When you are able to mix these skills, along with product knowledge and sales training, something magical happens between you and your customer. The walls of fear and doubt suddenly begin to disappear as your customer has now entrusted you with their loyalty and business.

Modern Day Selling: Creating a lasting legacy in your sales career - Examining the concept of a legacy

Article 1: Examining the concept of a legacy

Today I am excited to start a new series on creating a lasting legacy in your sales career. As a sales professional you have a great opportunity to impact people’s lives in a meaningful way. Every day that you enter your store there will be an opportunity to impact someone’s life by adding a smile or going the extra mile and doing something special. If you stop and think about it, there are endless opportunities to make a difference in someone’s life in the retail world. In this series I will offer some insight into the secrets of my success that have helped me create a positive legacy that will last in my store, as well as the retail world.

Modern Day Selling: Sales Professionals Beware: Examining 3 negative selling styles

As a sales professional in the world of retail it is vital to examine your performance and selling style. In order to give your customers the ultimate experience it is important to establish trust, open up the lines of communication and connect with the modern day customer. Being able to do these things well will make your job a lot easier, and you more efficient and effective. Your sales presentation does not have to be a marathon or chess match with your customer. A lot of the old style of sales training, based on sales tactics and manipulation, has led many to a disconnection with their customers. I would like to examine the three negative selling styles that have been created by these concepts and what to watch out for in your sales career.

Modern Day Selling: Understanding the importance of Reassurance Objections

Today I am going to share with you a little golden nugget that has helped me become an effective, efficient closer, and an elite sales professional. Many people who have worked with me over the years will tell you that one of my best skills is the art of being a closer. The one thing they notice the most is that my closing style is unlike any they have ever seen before. Most sales professionals, who are known as super closers, often use many crafty selling techniques filled with pressure and manipulation. My way of closing is establishing trust, connecting with my customer and allowing them to lead me to the close. I am not afraid to let a customer walk if they are truly undecided because more often than not they return to me when it is time to purchase. My method has been proven to be more effective, efficient and certainly creates a larger and more loyal customer base. This is what makes my future sales with my customers almost effortless.

Modern Day Selling: Managing the seasons of your life and sales career, Part II

Last month I shared with you a special article on, “Understanding the Seasons of your Life and Sales Career.” In that article I shared the concept of examining your sales career with clarity and looking beyond the normal view of your career. Today I would like to expand upon that insight and offer you some valuable information that can help you achieve a more meaningful and fulfilling sales career. It all starts with translating the natural process of the changing of seasons into the process of your sales career. Take a moment to buckle-up and enjoy the journey.

Understanding the seasons of your life and sales career

I recently came across this quote from the Bible (Ecclesiastes 3:1-8): “There is a time for everything, and a season for every activity under heaven: A time to be born and a time to die, a time to plant and a time to uproot, a time to kill and a time to heal, a time to tear down and a time to build up, a time to weep and a time to laugh, a time to mourn and a time to dance, a time to scatter stones and a time to gather them, a time to embrace and a time to refrain, a time to search and a time to give up, a time to keep and a time to throw away, a time to tear and a time to mend, a time to be silent and a time to speak, a time to love and a time to hate, a time for war and a time for peace.” As I examined these words of wisdom there was a beautiful revelation about my life, and my sales career, that has brought clarity to who I have been, who I am now and who I will become.

Modern Day Selling: Customer Service - Seeing things through the eyes of the customer

Have you ever had a negative life experience open the door for you to discover a new reality? For the past four years I have focused on helping others reconnect with the modern day customer by conducting business with the core principles of trust, honesty and integrity. In a twist of fate, I was given the opportunity to experience the negative effects of a company who conducted business the wrong way. In this situation I was the customer who had to endure a sea of lies and deception, which left a lasting negative impression. In the end I realized that many people who are taken advantage of or cheated often have no voice or platform to share their experience. It just so happens that I do in the various retail magazines that I write for and have chosen to share my experience in an article on customer service.

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