Last updateTue, 22 May 2018 10pm

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 to find success in fishing. They are the right location, the right equipment and the right bait. If you are missing any one of these important factors your fishing trip will not be very successful. Today, I am going to discuss the importance of finding the right location in greater detail. Let’s face it, you can have the right equipment and bait, but if there are no fish around you would just be wasting your time.

Have you ever been to an amazing seminar and what the speaker shared opened your eyes to a new world of potential success? The insight that they laid out before you was like a road map leading you straight to success. That, my friend, is an experienced fisherman who has found success and is showing you the way to the hot spot where fish are abundant and plentiful.

In the previous paragraph there are two words that you should focus on and they are potential success. In order to reach the hot spot you must follow the map towards success. The problem is that many people leave that seminar with their new found knowledge and go back to their old fishing spot and do not venture out to find the hot spot. So day after day they cast out their line with very little success because they are in the wrong location. They have the right equipment (new skills and knowledge), and the right bait (selling style), but no success because there are no fish. They may get a little nibble here or there and catch a fish occasionally, but it is hard, tedious work.

Many of you can relate to what I am sharing because selling may sometimes seem this way to you. However, anyone who has found a hot spot will tell you that fishing becomes a totally different experience. Just about every time you cast your line out, there is a fish striking your bait. The success you find brings joy and excitement to your fishing trip. Fishing just became a lot more fun!

I look back at some of the great fisherman (sales trainers) of our generation who have led so many to find success, and I am thankful for their service to our industry. With their wisdom and insight they have helped many sales associates find more fulfilling sales careers. Being a sales trainer can be very rewarding when you see the positive impact that you have on someone’s career. On the other hand it can be very frustrating when you see the light bulb go on inside someone’s head and they choose not to follow the light to success.

Modern Day Selling is a road map that is designed to help lead you to a new hot spot where there is plenty of success waiting to be found. Just recently I attended a seminar at JCK and the message was very similar to what I have been saying for over a year now. The winds of change are blowing and moving us back to focusing on our customers and away from sales tactics. If you are wondering, the seminar was standing room only because people want to hear the truth and find greater success. I could not help but smile within as I witnessed the change taking place.

In closing I challenge you to examine your location and make sure that you are achieving the success that you desire. If you are not satisfied with what you see, I encourage you to explore the new insight that Modern Day Selling has to offer you. I am currently setting up my fall in-store training schedule and would love to show you and your staff the way to true and lasting success. Next month we will discuss your equipment which is your selling skills and knowledge.


Brian Barfield offers fresh insight in sales training and teaching people how to reconnect with one another. His first book “Modern Day Selling” is a detailed road map designed to help sales associates find true and lasting success by reconnecting with their customers. It is currently available on many websites in paperback and e-book. Book #2, “The Modern Day Store” was published earlier this year and is available on Amazon and many other websites. For more information on speaking or training seminars he can be reached at This email address is being protected from spambots. You need JavaScript enabled to view it..