Selling Like a Pro
How to move your merch and increase your profits
Most sales training is hell-bent to focus on making people do something; making employees robots, making them aggressive, making them “close.” Maybe it worked in the 1950’s, but nowadays people can smell someone closing them like something you stepped in.
The bad news is most sales are not lost at the register; they are lost due to untrained clerks who are too shy to approach customers. It’s not their fault, as many have never been taught what to do.
Unless your employees can build trust quickly and start a relationship with your customers, your merch will stay on the shelf. But use this proven system and watch your sales increase, your merchandise turn increase and your employee turnover plummet.
During the Bob Phibbs Experience, you will learn Bob’s proven sales process and will discover how to:
- Destroy the stigma of what being a salesperson means.
- Create relationships with customers from the moment they walk in the door to the time you ask them to sign the credit card slip.
- Get customers to drop their guard and listen to you by avoiding the “hell zone.”
- Correctly approach a customer.
- Be prepared to pick up an item and why this is important.
- Open dialogue by identifying a “Window of Contact.”
- Initiate quality conversations by developing one question that you can ask everyone (Hint: It’s not “Can I help you?”)
- Compel customers to make a purchase by identifying features of a product and effectively explaining the benefits.
- Boost your average ticket through the power of suggestion.
- Set goals and track results by measuring your closing ratio.
- And more…
Look, customers are customers. They’re not guests. Guests come to your house, eat your food and bring you presents. Customers buy your goods. That means they have to be sold.
Unless you can consistently deliver at least a 50% closing ratio, you’re leaving valuable money on the table. Discover how to increase your closing ratio in this presentation, which can be condensed to sixty minutes or expanded to a two-day boot camp for your staff.
I read Bob’s book You Can Compete and with the encouragement of a colleague attended a one day seminar. I was very happy with what was presented and what I took away. Bob had a well organized program with the right mix of lecture, group work, and role play. I was in the corporate world for 25 years and this was one of the better programs I have participated in. Bob brought energy and focus to the group and delivered take-aways to everyone. Great session – read the book but don’t skip the group sessions – they add tremendous value and context to the words.
Bret Wingert, President, Souvia Tea
Bob has endless possibilities when it comes to training, motivating, consulting, speaking, book writing and mentoring… Kid you not! Just go to one of his sales classes like I did in Chicago and you’ll know why we need to get out of our sales comfort zone and practice our trade. Bob’s seminar was designed to review the five parts of the sale and to identify personality types. We were able to accomplish the class goal, which has allowed me to slow down in the field and sell more.
Brendan Kenny, District Sales Manager, Hunter Douglas
We knew that we needed to update our selling style in our Cannock Beds stores and telesales teams but were not entirely sure how to go about it. We found Bob Phibbs details on-line and did a bit of research on him and his retail sales training and decided that he would be the ideal person to consult. We did a bit of work before we met him, and then we took our small team of Sales Managers to experience a full days session with Bob on a new way to present our products and inspire our customers.
At the end of the day we were absolutely exhausted, but we are convinced that we have been taught a better way to sell and have started rolling out a programme to teach every person in our business our new methods and style. For anyone who is considering visiting the Retail Doc the best advice that I can give is to come along with an open mind and be prepared to change everything that you do. This is not a fine tuning exercise, this is a selling revolution.
Colin Montgomery, Cannock Beds UK
