The Retail Doctor's Blog


Attract, Close & Delight Your Customers

How To Use Personality Styles To Improve Conversion Rates Of Your Retail Salespeople

Bob Phibbs

Retailers have tried everything it seems to get employees to sell more.

So many try to hire the natural born salesperson. That doesn’t really work because generally they are few and far between.

Some try to use contests but that only works for a certain personality style.

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Topics: Personality, Retail Sales Training, conversion rate

Retail Sales Shocker: Amazon Rumored To Open 100s of Stores

Bob Phibbs

When it came to bookstores, the dirty little secret was that customers would come into the indie or chain bookstore, then secretly purchase on Amazon.

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Topics: Retail Sales, Online shopping, Amazon

Amiable, Driver, Expressive, Analytical and Other Personality Style Myths Miss the Point

Bob Phibbs

I have a confession to make...

I took the Myers-Briggs Type Indicator when I was in college thirty years ago but I don't remember what letters I was.

I'm sure at a high level it is very useful for many people in psychology.

Here's the thing for the rest of us...

Even when I got the results, I didn't know what they meant.

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Topics: Personality

Can You Make An Amiable Personality Style A Top Retail Salesperson?

Bob Phibbs

Personality styles are so important when considering retail sales training. In fact, I have an entire course in my popular online interactive sales training program SalesRX.

In a previous post I covered the Driver personality. This time we’re examining their polar opposite, the Amiable when working in your retail store.

We’re finding more and more untrained Amiables on the retail sales floor who end up lurking behind the counters (or the castle as I like to call it) passively waiting for customers to approach them and say, “I'll take it!” It's not their fault...

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Topics: Personality, Retail Sales Training

Retail Sales Training: Adjusting Your Driver Personality Style

Bob Phibbs

This retail sales training post expands on the four personalities presented here with an overview.

The Driver personality style is all about power and ego. External validation by applause, commission checks, status or atta-boys drives them to excel.

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Topics: Personality, Retail Sales Training

Customer Service How To Avert A Driver Personality Style Blow Up

Bob Phibbs

I was training a group of about twenty store retail store managers on personality styles.

I was highlighting the differences between the four personality types; the Driver, Analytical, Expressive and Amiable.

I spoke about extensively the Driver personality style. That's because I am one.

Characteristics of the Driver include a bit of an aggressive nature, results oriented, "cut to the chase" mentality. (Think: Donald Trump.) These are strengths that can lead others to see the Driver as blunt, domineering and risk takers.

We were all to go out to a local restaurant. The client's coordinator had us fill out one of four choices of entree and soup or salad and dressing choice by noon and faxed to the restaurant to save time.

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Topics: Management, Personality, Retail Sales Training

Sell the Sizzle: Retail Sales Tips for the Expressive Personality Style

Bob Phibbs

Only an Expressive personality could wear a dress made entirely out of meat to present at an awards show.

Only an Expressive personality could become a fitness guru wearing satin shorts and a tank top for nearly 30 years.

Of course, I'm talking about

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Topics: Personality, Retail Sales Training

You Can’t Feel A Fact: The Analytical Sales Personality Style

Bob Phibbs

While I was looking for a lawn spreader, I asked the salesclerk, “Why should I buy this one?”

He quickly answered, “Because it makes sense...” At that moment he confirmed my suspicions that he was an Analytical personality style.

I've previously shared my thoughts about the Amiable personality style, the Expressive personality styleand the Driver. Today, with their sensibile, fact-based approach, it's the Analytical.

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Topics: Personality, Retail Sales Training

How To Grow Retail Sales And Keep Your Shoppers Blissfully Unaware of Time

Bob Phibbs

I had just left Las Vegas after consulting with a luxury entertainment group who had pampered me.

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Topics: Retail Sales, Retail Sales Training, Retail

How To Help Your Retail Employees Evolve So They Can Create Exceptional Customer Experiences

Bob Phibbs

I was consulting with a new luxury client. I was going to be working on their salesfloor, so he told me I would have to wear the old school uniform of a dark navy suit, tie - the works.

I went to the closest Nordstrom to buy a suit. A salesman approached and focused just on me. He wanted to know what type of retailer my client was, where else I might be wearing the suit, and he spent a good thirty minutes helping me pick out a suit and several conservative shirts.

When I tried on a light blue Canali shirt, I felt like I was a four-year old boy; my shirt covered not just my wrists and palms, but went beyond my fingers.

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Topics: Customer Service, Retail Sales Training, sales training for retail staff

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