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Retail Consultant Sales Training Lessons [Case Study]

As a retail consultant, I partner with clients to increase conversions, attract more customers and become more profitable. In this series of blogs, I’m sharing several case studies from some of the largest brands to some of the smallest mom and pops with lessons on your physical location, merchandising, branding, targeted marketing and of course, retail sales training – all of which you can use in your stores. This time I’m sharing how we used intense retail sales training to increase sales by over twenty percent in three to six months.

The challenge

A company that had used me as their “go-to guy” for sales training at their large quarterly meetings was looking to provide additional training for their independent dealers to help them standout from their competition.

The situation

The independent dealers, who had committed tens of thousands of dollars to upgrade each of their store interiors, wanted to get a higher return on their investment. Continue reading Retail Consultant Sales Training Lessons [Case Study] »

Retail Sales Training Tip: Story Selling

Why is retail sales training an excuse to hammer employees over the head with facts, facts, facts?

When we buy on emotion, emotion, emotion.

Doesn’t matter if you sell a yacht, a pair of eyeglasses, an engagement ring, Continue reading Retail Sales Training Tip: Story Selling »

Five Retail Sales Training Tips From Selling Shoes

Just like Kevin Spacey, who worked in the San Fernando valley a few miles away, I put myself through college in the seventies as a shoe salesman. Mine was run by a manager whose simple motto was, “Sell shoes.”

There were five of us on the floor at any time which was a lot for a 700 sq ft shop. We were all commissioned working against an hourly wage (also referred to as our “draw.”) Because of this, we had an ups system, much like in baseball. It Continue reading Five Retail Sales Training Tips From Selling Shoes »

Is Your Human Resources Management Creating Drones?

While I’m preparing for a speech this fall, I asked my Facebook fans, “What tasks do your retail employees perform? Think short 1-3 words.”

I’ve taken their responses and categorized them in two basic areas regardless of job title:

Basic

Answer Phones
Assemble merchandise
Basic Cleaning
Direct Customers
Dust
Face shelves
Meet & greet/Welcome Customers Continue reading Is Your Human Resources Management Creating Drones? »

Prosperous Retailing The New Magazine That Helps You Sell Your Merch

You want to make more sales? Of course you do!

Check out this new magazine from Bob Phibbs, the Retail Doctor® and frequent guest of MSNBC on what it takes to succeed in business!

In this issue of Prosperous Retailing:

Four Keys to Effective Store Design
Business Makeover Results
50 Things Retail Employees Should NEVER Do
Do You Have the Personality for Business?
Ten Retail Training Tips
The Retail Doctor’s Guide to Growing Your Buisness
Retail Selling Tips
Words That Kill a Sale
Make More Sales, More Often
And more…

You can order your copy here!

Bob Phibbs is the Retail Doctor®, helping businesses of all sizes grow and deliver an exceptional experience for their customers since 1994. Want to bring his fresh advice on how to grow your business to your employees, franchisees, managers or owners? Download his speaker packet here.