The Retail Doctor's Blog

Attract, Close & Delight Your Customers

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

3 Hurdles To Using Mobile Marketing For Your Luxury Retail Stores

Bob Phibbs

I was about to pay for my purchases at CVS when the cashier asked me, “Do you want to update your account with your text number and receive 20% off today’s order?”

As I was only buying deodorant and a candy bar, I quickly did the math and figured 20% wasn’t worth getting spammed on my phone.

I’ll admit, mobile marketing is gaining traction, and it makes sense as over 50% of consumers carry a smartphone with them.

But I still see the difficulties of getting mobile messaging right for your retail store. Especially if you sell luxury goods.

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Topics: Marketing, Attract customers, mobile marketing

How Apple Will Affect Your Retail Sales

Bob Phibbs


Apple just showed off their new IPhones and their new Apple Watch.

I’ll admit, I’m a bit of a techie, so I tuned into the live blog for the updates. If you’re not an electronics retailer, you may have missed why this is such big news.

The iPhone 6 and the larger iPhone 6 Plus are going to be screamer products. 

This is the phone experts had hoped for from Apple two years ago when Samsung began offering larger screens.

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Topics: Retail Sales, retail employee, trends, apple, payment systems

Preparing For Christmas: How To Unclutter Your Retail Store

Bob Phibbs


Like food...

Like alcohol...

Like a lot of things ... can be good. 

Until you have too much.

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Topics: Merchandising, Retail Holiday Sales

Never Make Assumptions About Your Retail Customers Again

Bob Phibbs

It was during a huge clearance sale shortly before the holidays. The rack sign read 3 shirts for $20. A woman held up several to her elderly husband's chest, picked 9 and asked, "Can you give me these for $50?"

The harried clerk took one look at her soiled and tattered jacket and unkempt hair then declared, "No. See the sign? It's three for $20. That would be six for $40 and nine for $60." He then turned away.

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Topics: Customer Service, Retail Sales Training

7 Reasons Retail Competitors Have More Business Than You Do

Bob Phibbs

I hear one thing over and over again from retailers and it's I just need to attract more customers.

Heard it before the recession of 2008 ...

Heard it after...

Heard it during the housing bubble...

Still hearing it ...even over the ice bucket challenges.

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Topics: Retail Sales

How To Sell Your Boss On Why You Need Sales Training

Bob Phibbs

I sat next to a young woman on a plane to Chicago the other day. She was on the second leg of a trip home from Boston to Seattle. Her flight had been delayed and then finally canceled 8 hours earlier.

“But,” she said, “I pleaded and cried and told them my mom was in the hospital and they put me on this flight. I put on a good show - with tears - and I got my way.”

When it comes to getting our way, especially with a boss or someone in a position of power, most of us have little idea how to get what we want, so we accept what we get.

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Topics: Retail Sales Training

Retail Marketing Tip: Care About The Customer Pass-Off

Bob Phibbs

Where do you think retail marketing starts? No, not a coupon or your website. It's by showing how much care you give at the end of a sale.

In my work with window fashions dealers, I always suggested they leave a bouquet of flowers on the table after they had thoroughly cleaned up their work areas and cleaned the window glass. [Not an $85 bouquet of roses mind you, a $9.99 bunch from the local florist or even grocery store.]


It was unexpected and a nice touch to make their purchase a wow. It helped cement the manner the dealer went out of their way for the customer. That led to many more referrals - the best type of marketing you can do.

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Topics: Marketing, Retail Sales Training

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