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The Retail Doctor's Blog


Attract, Close & Delight Your Customers

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

How the Cubs’ Zany Suits Show How To Fix Brick and Mortar Retail Sales

Bob Phibbs

I was watching the Yankees and the Red Sox game last week.  Both teams seemed like they were just going through the motions. I was bored because they seemed bored.

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Topics: Retail Sales, Retail Sales Training, customer experience, brick and mortar

How Retail Store Of The Future Holds Keys For Retail Shopping Trends

Bob Phibbs

Everyone is busy trying to understand and predict the future of shopping and of retail in particular.

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Topics: Retail Sales, Technology, Retail Sales Training, retail trends, future of shopping

How To Calculate Return On Investment Of A Retail Sales Training Program

Bob Phibbs

return on investment in retail sales trainingMost businesses see sales training as a cost when it should be seen as an investment.

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Topics: Retail Sales, Retail Sales Training

How To Increase My Retail Sales: Realize It’s Not All About You

Bob Phibbs

This past week I was interviewed for a CNBC story on how CareerCast says working retail is one of the worst jobs you could have. The justification that stood out for me was, “Standing on your feet for long hours, working with irate customers and bad pay are not uncommon.”

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Topics: Retail Sales, Retail Sales Training

The New Frugality: How to Reach Out to Retail Consumers Who Want to Buy Less

Bob Phibbs

Buying less is a concept that seemed out of style for consumers beginning with the go-go 80’s until about three years ago.  

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Topics: Retail Sales Training, Millennial, Baby Boomer, how to sell, how to attract customers, frugality

5 Ways How to Raise Your Retail Sales Associates' Conversion Rate

Bob Phibbs

Brick and mortar retail stores face the daunting challenge of getting their retail associates to convert customers who are lookers into ones who are buyers.

Fortunately, the brick and mortar retailer has one significant advantage, the customers are actually standing in front of her or his employees and not just remotely connected via the Internet.

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Topics: Retail Sales, Retail Sales Training, conversion rate

How To Effectively Master The Best Retail Sales Skills

Bob Phibbs

Looking for the easy answer for how to develop the best sales skills?

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Topics: Retail Sales, Retail Sales Training, selling skills

How To Drive Retail Sales When Consumer Spending Is Stuck In Neutral

Bob Phibbs

I was interviewed by AP this past week about how consumer spending is stuck in neutral at just 0.1 percent and how retail stores of all sizes are feeling the pain. 

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Topics: Retail Sales, Mindset, Retail Sales Training

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