Southern Jewelry News
  • Featured
    • All
    • Featured
    • Featured Retailers
    • Retailer Roundtable
    • Sponsored Content
    • Supplier Spotlight
    Jeweler brings Midwest to the Southwest
    Tara Fine Jewelry: Atlanta’s not-so-secret, best-kept secret
    Finding the Big Ones; Zambian Trophies for the Ages
    The Golden Girls of Gemstones
  • Latest News
    • All
    • COVID-19
    • Furry Friends
    • Industry Awards
    • Industry Events
    • NRF
    • On The Move
    • Other News
    • Tradeshow News
    • Video
    • What's New
    Education, networking, hospitality featured at Spring Atlanta Jewelry Show
    Designer Brenda Smith announces new Black ’n Gold ’n Diamonds Collection
    JBT-logo-cover
    Richard Katz, Richline Group appointed Chairman of The Jewelers Board of Trade®
    Alan Revere
    AJDC elects Alan Revere as President
  • Podcast
  • Columnists
    Is the customer always right?
    Successful Custom: Stressing the bench jeweler
    The Story Behind the Stone: Diamonds on Pins and Needles
    Jewelry Marketing Survival Guide
    The Story Behind the Stone: Out of the Blue
    What’s Hot Now!: Latest Designer Trends 2023
    A Winning Strategy: How SEO and buying intent can skyrocket your sales
    business people shaking hands
    Networking for small business owners
    Is the customer always right?
    Successful Custom: A Clean Disaster
  • Classifieds
  • Subscriptions
    • Newsletter Signup
    • Print Subscription
No Result
View All Result
Southern Jewelry News
  • Featured
    • All
    • Featured
    • Featured Retailers
    • Retailer Roundtable
    • Sponsored Content
    • Supplier Spotlight
    Jeweler brings Midwest to the Southwest
    Tara Fine Jewelry: Atlanta’s not-so-secret, best-kept secret
    Finding the Big Ones; Zambian Trophies for the Ages
    The Golden Girls of Gemstones
  • Latest News
    • All
    • COVID-19
    • Furry Friends
    • Industry Awards
    • Industry Events
    • NRF
    • On The Move
    • Other News
    • Tradeshow News
    • Video
    • What's New
    Education, networking, hospitality featured at Spring Atlanta Jewelry Show
    Designer Brenda Smith announces new Black ’n Gold ’n Diamonds Collection
    JBT-logo-cover
    Richard Katz, Richline Group appointed Chairman of The Jewelers Board of Trade®
    Alan Revere
    AJDC elects Alan Revere as President
  • Podcast
  • Columnists
    Is the customer always right?
    Successful Custom: Stressing the bench jeweler
    The Story Behind the Stone: Diamonds on Pins and Needles
    Jewelry Marketing Survival Guide
    The Story Behind the Stone: Out of the Blue
    What’s Hot Now!: Latest Designer Trends 2023
    A Winning Strategy: How SEO and buying intent can skyrocket your sales
    business people shaking hands
    Networking for small business owners
    Is the customer always right?
    Successful Custom: A Clean Disaster
  • Classifieds
  • Subscriptions
    • Newsletter Signup
    • Print Subscription
No Result
View All Result
Southern Jewelry News
No Result
View All Result
Home Columnists

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

Brian Barfield by Brian Barfield
September 4, 2013
Share on FacebookShare on Twitter
Reading Time: 6 minutes

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 going to discuss in the importance of using the right equipment which is your selling skills and knowledge.

Sometimes people assume that I am not into learning product knowledge or selling skills because I am so focused on connecting with the customer and looking out for their best interest. I can understand how they come to that conclusion, but that is not the case. It is important to remember that you must have all three (location, equipment and the right bait) in order to find success. If any one is missing you will not find success.

Over my many years in the jewelry industry I have obtained some great equipment from mentors like Shane Decker, Brad Huisken and Terry Chandler. These great men have taught me knowledge, passion and most importantly integrity. There are many other great leaders, sellers and co-workers that I have worked with over the years that have contributed to my success. Everyone that you work with has the potential to teach you something with the skills and talents they possess. Many times you are unaware of the impact they have had on you until you discover the little treasures they left buried within you.

The most important equipment that you will need on a fishing trip is the fishing pole and tackle. In relation to sales this would be your knowledge of the product. Why is this the most important you may be asking? Picture yourself having an amazing boat (selling skills) to maneuver around the lake and find hot spots. When you get there you realize that you do not have a fishing pole. If you do not know your product you will not find success. Every store should set aside at least 30 minutes each week to focus on a brand or product that their store provides to their customers. If you are not doing this on a regular basis you will find the previous scenario taking place. It is better to have a pole and fish from the shore. At least you will have a chance to catch something!

Once you have obtained your product knowledge, it is important to find the right boat which is your selling skills. It could be the basic greeting, asking open-ended questions, overcoming objections and closing. These are wonderful skills that every sales associate should learn. For many of us who have been in the industry for a while it is time that we upgrade and get a better boat with better equipment, like sonar, to find the fish. That is what Modern Day Selling offers you to add on to the knowledge and skills that you have already obtained and mastered.

When you begin to learn to manage yourself, maintain your levels of passion and energy, understand the modern day customer and impact peoples lives in a meaningful way, great things will happen. With such great equipment comes a great responsibility to share it with others and help them out along the way. The problem is that many people flaunt their success and run over the poor guy in the canoe sinking his chances for greater success. I find great satisfaction in helping others find the same success or greater than I have. You should give it a try and see how it feels to impact someone’s life in a meaningful way.

In closing I encourage you to take a close look at the quality of the equipment that you are using. Is your product knowledge up to date or old and rusty? Could you find greater success with an upgrade? If the answer is yes I encourage you to explore the benefits that Modern Day Selling can offer you and your staff. Next month we will close out this series by focusing on the bait that you are using, which is your selling style.


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 brian@moderndayselling.com.

Brian Barfield

Brian Barfield

Brian Barfield is a two-time published author, worldwide, who specializes in offering fresh new insight in retail sales training. Modern Day Selling offers a unique perspective in teaching sales associates how to reconnect with their customers and how to achieve greater success in their sales career. Brian also offers in-store sales training and can be reached at brian@moderndayselling.com.

Related Posts

Is the customer always right?

Successful Custom: Stressing the bench jeweler

March 27, 2023

The Story Behind the Stone: Diamonds on Pins and Needles

March 20, 2023

Jewelry Marketing Survival Guide

March 15, 2023

The Story Behind the Stone: Out of the Blue

March 15, 2023

Latest News

Industry Events

Education, networking, hospitality featured at Spring Atlanta Jewelry Show

March 27, 2023
Columnists

Successful Custom: Stressing the bench jeweler

March 27, 2023
What's New

Designer Brenda Smith announces new Black ’n Gold ’n Diamonds Collection

March 27, 2023

Other News

Richard Katz, Richline Group appointed Chairman of The Jewelers Board of Trade®

AJDC elects Alan Revere as President

Kingswood Company President and CEO Kristie Nicolosi inducted into Private Label Industry Hall of Fame

Hardrock Summit to return to Denver in September 2023

Iconic Jewelry Firms is theme of ASJRA’s 18th annual Conference

DMIA members meet-and-greet and hear updates from GIA, NDC

Southern Jewelry News

© 2022 Southern Jewelry News.

Additional Information

  • About
  • 2023 Jewelry Trade Shows & Events
  • Media Kit
  • Contact
  • Sitemap
  • Newsletter Signup

Get Social with Us

No Result
View All Result
  • Featured Articles
    • Featured
    • Featured Retailers
    • Retailer Roundtable
    • Supplier Spotlight
    • Sponsored Content
  • Latest News
    • What’s New
    • Industry Events
    • Tradeshow News
    • On The Move
    • Other News
    • Furry Friends
  • Podcast
  • Columnists
  • Classifieds
  • Subscriptions
    • Newsletter Signup
    • Print Subscription

© 2022 Southern Jewelry News.