The Retail Doctor's Blog


Attract, Close & Delight Your Customers

Retail Holiday Sales: It's Called Thanksgiving, Not Thanksgetting

Bob Phibbs

The US Thanksgiving holiday will be celebrated this year with retailers opening on Thanksgiving and people leaving their homes to shop instead of sharing their day with loved ones. 

Thanksgiving I still believe, is about giving, not getting.

Thanksgiving used to be a holiday where several generations of family and friends would be seated around a large dinner table listening as Grandfather said grace, then watching as Dad carved the turkey and Mom brought out the pies.

The kids were sitting quietly at a separate table. It is an image captured in a Norman Rockwell painting.

 It is far removed from reality for many today.

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Topics: Retail Sales, Retail Holiday Sales, Thanksgiving, Black Friday

Are You Overlooking This Advanced Retail Selling Technique?

Bob Phibbs

One of the most basic elements of any retail sales training program is covering product features and benefits. The feature is a fact you can’t dispute; the benefit is what the customer gets from that fact.

You know that already, I hope.

But many times what is heard on the salesfloor is only a list of features.

Boring. Boring. Boring.

And overwhelming.

And it frequently trips a customer’s idiot switch.

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Topics: Retail Sales Training

Why Retailers Should Display Christmas Merchandise Before Halloween

Bob Phibbs

It's that time of the year ...

Time for the leaves to change...

Corn mazes to sprout up...

Pumpkin spice latte...

and the perennial favorite of writers everywhere...

"I can't believe they already have Christmas stuff out and its not even Halloween."

Y-A-W-N.

Oh, excuse me, I suppose I should be in the camp talking about "the good old days" when Ralphie and Flick would admire the merchandise retailers had put in the shop windows during the annual Christmas parade at Higbees.

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Topics: Retail Sales, Retail Holiday Sales, visual merchandising

7 Retail Headlines To Scare You About This Holiday Season

Bob Phibbs

Retail is predictable in many ways.

The same predictable, negative retail holiday sales stories pop up about bricks and mortar retailers every year.

I’ve studied these stories each year and there is a pattern…

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Topics: Retail Holiday Sales

Sales Training: How to Get Started and What to Expect

Bob Phibbs

Imagine being in an airplane and overhearing a voice from the cockpit saying, “Just keep the nose in the air and if the warning lights don’t go off, call me.”

You, as a flight attendant, might begin preparing yourself for a crash.

Many small business owners open their own retail stores with a similar message to their employees,  “Just help the customers and if you get overwhelmed, call me.” 

That’s probably why so many crash…

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Topics: Retail Sales Training

Still Not Convinced You Need Retail Sales Training? Think Again!

Bob Phibbs

You’ve searched online trying to find some answers to increase your retail sales. You’ve been trying to attract more customers, but nothing seems to be working.

Maybe you’ve been trying to hit sales figures from a few years back and try as you might, it just seems like you’re working harder and making less progress.

Or you’ve tried more promotions to get people in the door, and you’ve ended up with a reliable group of discount customers who will come out of the woodwork - if you make the deal steep enough.

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Topics: Retail Sales Training

One Shocking Benefit of Putting Kids To Work In Retail

Bob Phibbs

When I was in fifth grade, I had a paper route for the Toledo Blade. My brothers gave me responsibility for a dozen households on their route.

There was one family on my route that most of the neighborhood kids hated.  I know it sounds stupid, but it was because the dad had an impeccable lawn.

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Topics: Retail

9 Common Mistakes That Can Doom Your Retail Business

Bob Phibbs

Have you ever gone to visit one of your favorite retailers only to discover an empty store with a For Lease sign posted in the window?  

I’ve read many interviews of store owners on their last days who often blame their store closing on the economy and online competition.  But, what’s really happened in most instances is the owner and their managers made bad choices about crucial items; some even before they opened.

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Topics: Management, retal sales

Why Closing The Sale Techniques Are Dead For Retailers

Bob Phibbs

I was talking to a potential client about her needs for retail sales training. She had read some of my blogs. She had watched my videos.

“What I’m really looking for,” she said, “are closing techniques. My team just doesn’t know how to close a sale like I do.  My employees spend lots of time educating each customer, and yet they still don’t buy.”

That’s because customers have changed.

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Topics: Retail Sales Training, Retail

Is SalesRX Online Retail Sales Training Right For My Stores?

Bob Phibbs

If you’re at that point when you know something must change in your retail operation, and now you’re looking for a way to improve your conversions, attract customers and raise profits, and you’ve honed into the smart idea that the answer is to train your crew better, then you’re looking for the best way to do just that.

SalesRX is my proven online retail training program that trains your crew to engage their customers, build rapport, and close their sales. It's the way people need to sell in 2014.

And as you consider whether or not SalesRX would be a good fit for your retail stores, the following statement may shock you, especially coming from me, the creator of SalesRX:

SalesRX is NOT for everyone. In fact, it may not be right for you.

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Topics: Online retal sales training, Retail Sales Training

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