Last updateMon, 23 Nov 2015 10pm

Brian Barfield

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.

Modern Day Selling: Secrets to building a large & loyal customer base - Article 5: Overcoming the two-headed monster of selfishness and greed

In the world of retail there is an unseen enemy that has led many sales professionals to a disconnection from their customers, staff and worst of all, themselves. It is the two-headed monster of selfishness and greed that has worked silently over the years and led us to many of the issues that we face in the world of retail today.

Modern Day Selling: Seeing the big picture: Transferring life experiences to the sales floor

Today I would like to offer you some valuable insight that will open up many new avenues to success for you. It is the skill of taking life experiences and transferring them over to the sales floor. Many of you who have ready my articles over the past three years know that I like to use stories from real life and translate them over to the sales floor to help you see the big picture. It is this unique skill that I have cultivated that has birthed many of the new concepts in sales training like overcoming fear, maintaining your passion and energy and connecting with the customer. Today I would like to offer you a deeper look into this skill so you can see your sales career and life in more clarity.

Modern Day Selling: My favorite one-liners that connect me with the customer

Today I want to share some valuable insight into some of the best one-liners I use to help me connect with my customers. There are a handful of one-liners that I often use that are designed to offer the customer something different by relaxing the customer and establishing trust. It all goes back to my philosophy in Modern Day Selling on creating a show-time experience while selling your customer. Always remember that the modern day customer is tired of the same old greeting and sales tactics that they have seen for years. Today I offer you something new and different to give your customer a unique shopping experience.

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