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The Retail Doctor's Blog


Attract, Close & Delight Your Customers

Retail Sales Training: How To Ask The Perfect Question To Smoke Out Hidden Objections

Bob Phibbs

You’ve heard me say the worst thing you can say when trying to sell something at the end of a sale is Anything Else?  That’s because you are closing the door on the customer’s interest.

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Topics: Retail Sales, Retail Sales Training, handling objections

How Retailers Can Keep Up With Retail Consumer Trends

Bob Phibbs

Trends become opportunities. That’s what I heard when I was an invited guest at IBM’s massive Amplify conference in Tampa a few weeks ago. 

This is the first of a three-part blog with tips all retailers can use to build their marketing and omnichannel sales. 

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Topics: Retail Sales, Marketing, email marketing tips, retail trends, IBM

How Retailers Can Using Analytics To Build HIgher Converting Websites

Bob Phibbs

This is the second of a three-part blog wrapping up my time at IBM's Amplify conference last month with tips all retailers can use to build their marketing and omnichannel sales. 

E-Commerce
In 1937, Sylvan Goldman, owner of the Humpty Dumpty supermarket chain in Oklahoma invented the shopping cart. It took 7 years to get his shoppers to use them.

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Topics: Marketing, webdesign, omnichannel, IBM

How Retailers Can Build E-commerce Without Impacting Store Operations

Bob Phibbs

This is the final part of a three-part blog wrap up of IBM's Amplify conference covering omnichannel retailing, predictive logic on websites and improving customer service throughout retail. 

Analytics

Think of most bad guys in a science fiction movie. Think Percy Jackson, Storm, even Queen Elsa. Many have sought to control the weather because the person who controls the weather is seen as the most able to control the world.

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Topics: Retail Sales, Marketing, omnichannel, IBM, store operations

How To Determine The ROI Of A Retail Sales Training Program

Bob Phibbs

Most businesses see sales training  as a cost when it should be seen as an investment.

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Topics: Online retal sales training, Retail Sales Training

Small Businesses, Now Is The Time To Support LGBT Rights

Bob Phibbs

My interest in writing this post on Father’s day is three-fold: to remind myself of the courage of my dad’s convictions at what he fought for, to draw attention to the fact that Orlando was a symptom of something larger, and to encourage you to check your language.

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Topics: Small Business

7 Retail Customer Experience Mistakes Retailers Make

Bob Phibbs

As a motivational speaker, I travel a lot and encounter customer service mistakes all the time.  

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Topics: Retail Sales Training, omnichannel, customer experience

Selling Techniques In Retail – 5 Reasons Why Your Employees Can’t Learn

Bob Phibbs

Shortly after moving into my new home, I realized one tree in the yard needed trimming. There was an owner’s manual on the shelf next to the chainsaw, but I ignored it. How hard could it be?

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Topics: Retail Sales Training, selling techniques in retail

5 Ways Brick and Mortar Retailers Should Prepare For Better Future 

Bob Phibbs

First the bad news for retailers...

You know how I’ve included this quote from McKinsey in several of my previous blog posts, “Brick-and-mortar stores should still account for approximately 85 percent of US retail sales in 2025”?

Turns out it’s probably wrong.

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Topics: Retail Sales, Technology, Retail Sales Training, retail trends, brick and mortar, online sales

Millennials, He Wrote: How Retailers Are Paying The Price For Ignoring Baby Boomer Customers

Bob Phibbs

Yesterday, the New York Times ran the story, Bargain-Hunting Frenzy Threatens Traditional Department Stores. Macy’s, Nordstrom and others’ earnings look especially bleak after the government reported that overall retail spending had ticked higher in April.

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Topics: Retail Sales, Retail Sales Training, Millennial, Baby Boomer, Nordstrom

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