The Retail Doctor Blog

putting out holiday merchandise before Halloween

October 16, 2021

Why Retailers Should Display Christmas Merchandise Before Halloween

Why do retailers put out Christmas merchandise before Halloween? Because customers buy it. It's that time of the year .....

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elephant in the room

October 15, 2021

How To Increase Retail Sales By Focusing On These 5 Obvious Things

When I was putting myself through college, one of my first jobs was in retail sales at the Broadway Department Store in ...

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How and Why a Retail Salesperson Should Create a Personal Brand

October 8, 2021

How and Why a Retail Salesperson Should Create a Personal Brand

What is a personal brand? A brand stands for something. Think Coke, not cola. Q-Tip, not cotton swab. A brand tells you ...

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2020 Holiday Season

October 15, 2021

12 Secrets of a Successful 2021 Holiday Season for a Retail Manager

Taking on retail manager responsibilities is a big job any time but especially during the holidays. And, if you're start...

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What Is World Class? Customer Service Case Study at Nordstrom NYC

October 1, 2021

What Is World Class? Customer Service Case Study at Nordstrom NYC

It’s easy to bemoan retail right now and the lack of good customer service. Disney just closed 60 stores as of September...

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visit store competitor

September 22, 2021

How To Avoid Going Bankrupt? It Begins With Visiting Your Competitor

One of the first things I do when conducting a business makeover is to get the owner and manager to accompany me on a vi...

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retail employee training

September 27, 2021

When Retailers Mistake Their Most Important Asset As A Cost

For years we’ve heard that employee expenses are driving retail profit margins down; as a result, labor hours were cut. ...

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self motivation

October 1, 2021

How To Find Self Motivation?  Get Leverage On Yourself

Looking for how to find your own self motivation? You first neet to find leverage on yourself. Here's my story about lev...

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September 19, 2021

What To Do When You Don’t Like To Sell

Independent retailers with one location represent 95% of all retailing in the US; yet many don’t like to sell their own ...

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DIY retail sales training

September 5, 2021

5 Pitfalls of DIY Retail Sales Training in Your Store

While I love speaking to retailers and providing retail sales training for how to sell better in their stores, I have an...

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best practice retail

September 15, 2021

Retail Best Practices: 12 Tips for the Creation of Exceptional

Online retailers are jealous. Many retail best practices don't work online. They can't do what brick-and-mortar retailer...

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Planning Online Retail Sales Training

September 3, 2021

10 Benefits of Online Retail Sales Training

I used to think online retail sales training would be impossible to deliver in a compelling way that would grow sales. B...

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Woman operating at a POS machine at a coffee shop

October 15, 2021

How to Greet Customers in Retail Stores

Do your employees know how to greet customers the right way? If not, you could be losing valuable sales and revenue-boos...

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Difficult customer

August 24, 2021

Resolve Retail Customer Complaints in 4 Easy Steps

It's never easy dealing with a retail customer service issue. Sometimes it may seem like someone is looking to find trou...

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twin brothers oblivious

August 30, 2021

To Compete With Amazon Try Adding On Instead of Discounts

Many stores are having difficulty competing with Amazon unless they use coupons and discounts which punishes their margi...

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smiling woman associate

August 27, 2021

The Disconnect of Retail Salespeople To Happiness

  To succeed in retail, especially luxury retail, employees have to be taught a customer is not just another chance to s...

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best cross selling techniques retail

October 4, 2021

Best Cross Selling and Upselling in Retail Tips

Cross-selling and upselling in retail are the foundation of raising the average ticket. Cross-selling in retail is the a...

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how to motivate an employee

August 24, 2021

How to Motivate a Retail Employee

How to motivate retail employees …  It’s a subject retailers routinely ask about. My answer is always the same: You don’...

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retail sales training how to sell more

August 3, 2021

Retail Sales Training: How To Sell More In Your Store

"How can I sell more to customers?" is a frequent question from retailers of all sizes. And it's the smart question. Tha...

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Increase profit margins

September 27, 2021

15 Ways to Increase Retailers’ Profit Margins

Retailers’ profit margins have been more relevant than ever lately ... It all started with curbside pickup, the only way...

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Outdoor holiday shopping

September 1, 2021

9 Tips To Grow Your Seasonal Retail Business

One thing that many retail sales training programs don't cover is the seasonal business and retailers search in vain for...

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September 3, 2021

Greeting A Customer: Should A Smile Be Required?

How your employees should be greeting a customer is a frequent topic among retailers. RetailWire once discussed, What is...

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Better person

October 4, 2021

Working Retail Sales: How It Made Me A Better Person

After I posted a job notice on Facebook for a client, I received this comment, “A resume for a retail job?” I could hear...

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selling luxury items

September 15, 2021

Retail Sales Tip: Selling Luxury Products Without A Discount

Looking for retail sales tips because you have luxury goods or premium services to sell? I'm not talking about a good or...

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retail shoplifting

August 9, 2021

6 Ways To Combat Shoplifting, Employee Theft, and 5-Finger Discounts

Shoplifting and employee theft are on the rise; they make up what retailers call "shrink." Loss prevention is a broad ca...

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retail is dead not

August 16, 2021

Is Retail Dead in 2021?

Is retail dead? No, but brands must prioritize connection over transaction.  In 2017, Ralph Lauren closed its New York C...

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customer experience warehousization

July 30, 2021

3 Ways To Keep Your Store From Being Just A Warehouse

When it comes to customer experience, many businesses have abandoned personal contact making their stores little more th...

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August cash flow tips for retailers

July 27, 2021

5 Cash Flow Tips For Retailers In August

Whether you call it your bankroll, your finances, or how much money you have in your pocket, cash flow is its movement i...

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September 15, 2021

Suggestive Selling: How to Train Your Employees in Add-On Sales

The right add-on sales tactics drive margins and delight customers. But the wrong add-on sales techniques? Well, those c...

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Get training to stick like gum

July 19, 2021

How To Get Employee Sales Training To Stick

Customers go online to buy - frequently replacement purchases - but go to stores to discover. That moment of discovery n...

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retail customer service expectations

July 15, 2021

What To Do When Your Retail Customer Service Fails Miserably

It’s been said that a brand is a promise of an emotional payoff of a purchase. I believe customer service is the level o...

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marketing-plan-id173829610.jpg

September 2, 2021

What Is a Marketing Plan and Does Your Independent Retail Store Need One?

Whether you are about to open a retail store or have been running one for years, if you don’t have a marketing plan, you...

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customer service tips

July 15, 2021

7 Customer Service Techniques To Increase Sales Right Now

In the retail world, customer service often matters more than the price tag. When people find the perfect fit, they're u...

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Customer Love

September 27, 2021

Retail Customer Service Training: 14 Ideas, Plus Examples

The goal of retail customer service training is to create an exceptional customer experience. So, what do you focus on w...

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10 Retail Customer Service Tips To Grow Sales

August 16, 2021

10 Customer Service Techniques to Help You Grow Sales

Customer service techniques should be at the top of your list when you consider how to increase sales in retail. While g...

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snowman in summer

August 9, 2021

Retailers, Take These 9 Actions In Summer For Successful Winter Holiday Sales

Christmas in July...or August. We’ve all heard the phrase but planning for successful holidays is more important. It’s s...

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Tracking key performance indicators

July 15, 2021

Retail KPIs: 6 Financial Results You Must Track

You won't find key performance indicators (KPIs) in most discussions among retailers. Retail KPIs just aren't sexy like ...

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visual merchandising

September 24, 2021

Influence Customers With Retail Merchandising for Higher Sales

There was a time when great merchandising was a valuable tool in a retailer’s arsenal against competitors. Then it becam...

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August 16, 2021

Is Your Garden Center Doomed Because of Rotten Customer Service?

Garden center retail stores should be the best places to find great customer service. Maybe I’m spoiled... This is how g...

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August 16, 2021

5 Critical Skills How To Coach Retail Salespeople

The opportunities for coaching retail employees are huge and exemplified in this brief story... Missing the mark on cust...

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retail store payment

July 6, 2021

Retail Store Operations: A Guide to Running Multiple Locations

Do you have a solid retail store operations strategy? According to McKinsey’s Future of Retail Operations report, “Brick...

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retail sales training greeting customer

September 1, 2021

Lost a Sale? It All Started With How You Greeted Your Customer

Greeting a customer is the most important thing you can do right ... or wrong in a brick and mortar retail store. I'll c...

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August 16, 2021

7 Critical Tips for Specialty Retailers in the Amazon Era

Before I share how specialty retailers can survive and thrive, a question... Have you ever played Jenga? It’s a game whe...

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Employee ROI

June 24, 2021

Training Retail Employees: What Is Your ROI?

“What if I train my retail employees, and then they leave?” It seems like every time I hear from a manager who’s trying ...

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Fix training mistakes

August 16, 2021

8 Mistakes That Kill Your Retail Sales Training And How To Fix Them

You’ve only got one shot at training new hires in your retail store. One. You can't go back... Whatever skills and attit...

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Training seasonal employees

September 1, 2021

9 Tips For Hiring And Training Seasonal Retail Sales Employees

Let’s be frank when it comes to hiring and training seasonal retail sales associates... All you really care about is tha...

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iStock-497251882-movie.jpg

June 23, 2021

How to Learn Relationship Selling and Close More Sales

I train a lot of retail stores how to sell using a fairly detailed process. You can’t just wing it. If you're wondering ...

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how to handle objections

June 23, 2021

Retail Sales Training: Ask This Question To Handle Objections

When looking to handle objections, you have to ask one more question to really get to the heart of the matter. You’ve he...

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how to monitor online reviews for retailers

October 13, 2021

Online Reputation: How to Monitor and Respond to Customer Reviews

Online reviews expose your small business reputation in a variety of places across social media. While thinking about wr...

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elephant in the room

June 23, 2021

Retailers Elephant in the Room - It's all About us

Ever been jilted and blame the other person for being a jerk? We all have. Not until a good friend tells us like it is t...

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Retail store laughter

August 10, 2021

Increase Retail Sales with Laughter

  A shared laugh in a store makes everyone relax. Laughter while shopping and selling lets us lower our defenses and ope...

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Add-ons

August 10, 2021

How To Boost Retail Sales With Suggestive Selling

You’ve made the big push in upgrading your retail store. You’ve curated a group of brands that make you stand out. You’v...

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Mistakes to Avoid

August 10, 2021

Retail Pricing Strategies - Six Mistakes To Avoid

  A retailer must be extremely aware of their pricing strategy to ensure that their pricing is done accurately and in a ...

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how to greet retail customer

August 16, 2021

Doing the Robot Dance - Why Customers Stop Talking to Retail Employees

Has this ever happened to you? You walk into a store you haven’t been in before because you saw something online, saw a ...

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August 10, 2021

Retail Training - Don’t Make Customers Storm Your Castle, er Counter

Oftentimes retailers hire people less comfortable out on the sales floor and more comfortable behind the wall of the cou...

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August 10, 2021

Are You Desperately Marketing Your Business With Daily Deals Like Groupon? Stop It

I received an email the other day regarding marketing that said, “I've been doing business with Groupon and they've basi...

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August 10, 2021

Retail Management Strategy - The Fallacy of Doing More With Less

  I thought about my mom's baking recently as I heard more predictions of retailers needing to do "more with less." In f...

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iStock-514161398-ownership.jpg

September 24, 2021

How to Find Strength In Being A Brick and Mortar Retail Store

This is a post for retailers with physical stores competing with online shopping and technology that threatens their sal...

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August 16, 2021

5 Retail Sales Mistakes That Cost You Business

  Having written the book on retail sales, I am often asked what are the biggest mistakes retailers and their employees ...

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iStock-915668850-social-media.jpg

August 9, 2021

7 Tips To Improve Your Store Sales Via Your Website And Social Media

I remember when a local business group asked me to present for half a day and the focus became social media. It was a ty...

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employee feedback

August 16, 2021

Retail Sales Training - How To Give Feedback To Employees

I received a gift the other day from a friend via Amazon.com. At the bottom of the packing list was a question, "Would y...

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iStock_93593701_SMALL-practice.jpg

August 10, 2021

Retail Training - How To Effectively Develop The Best Sales Skills

Looking for the easy answer for how to develop the best retail sales skills? Knowing isn’t the problem… Let’s be honest,...

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Personality

August 9, 2021

Retail Consultant Tip - Words That Sell To Different Personalities

When I was selling cowboy clothes at South Coast Plaza the (then) world’s highest-grossing mall per square foot, I notic...

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malls are back

August 10, 2021

Malls and Shoppers Are Back In Droves

Don’t look now, pundits, but those dire predictions of the collapse of malls are crumbling. I visited the Garden State P...

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August 10, 2021

Why Training a Retail Employee Must be a Time Investment

  Turning a browsing shopper into a paying buyer is the most important aspect of retailing - yet it’s often entrusted to...

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develop top managers

August 10, 2021

5 Ways How To Develop Top Managers In Your Store

I was talking to a frustrated CEO last week. Their No. 1 store was failing and he felt it was the manager’s fault.  I as...

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leaves excuses behind

August 16, 2021

How To Leave Excuses Behind, Dig In, And Grow Retail Sales

As the pandemic ebbs in the USA, a growing number of retailers are finding excuses why they can't move forward with thei...

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Are you ready for a better future?

August 16, 2021

5 Ways Brick and Mortar Retailers Should Prepare for a Better Future

First the bad news for retailers... I’ve included this quote from McKinsey in several of my previous blog posts: "Brick-...

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how to fix underperforming team

August 11, 2021

How To Improve An Underperforming Retail Sales Team

Do you remember what it was like when you started your first retail sales job? The joy of finding out how you could do b...

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August 4, 2021

10 Things To Know To Get And Keep Retail Jobs

Whether they’re looking for a retail sales job for the summer, a second job, or a new career, many people turn to jobs i...

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retail sales spying on competitor

October 13, 2021

Retail Sales Tip - Discover 5 Keys Of Your Competition

When I do a business makeover, I invite the owner to go with me and visit their competition. It can be a little like try...

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Man with a glass to his ear

October 15, 2021

9 Secrets To Effective Retail Management of Employees [Infographic]

A survey by LoyaltyOne showed that approximately half of consumers reported experiencing a problem on their last shoppin...

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October 13, 2021

Retailers: Remove "I’m So Busy" From Your Vocabulary

When well-meaning friends ask how you are, do you answer, “I’m so busy,” and then drone on? Have you tweeted how “buried...

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hiring retail employee

October 13, 2021

How To Interview And Discover Amazing Retail Employees [Hiring]

I made an orange dessert for some friends the other night. When one of my guests took a bite, her face soured; she said ...

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Angry Customer

October 13, 2021

One More Reason Customers Don't Return To Retail Stores

Let’s stop kidding each other and be honest…When a customers' experience in your store was crappy, they won’t be back. A...

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Correct common mistakes with customer service tips

August 9, 2021

Sales Training - The 5 Stupidest Questions To Ask Retail Shoppers

People who sell retail have to up their game, or their brick and mortar stores will bleed customers. And don’t blame onl...

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how to improve conversion rate in retail stores

October 13, 2021

The 5 Best Ways To Drive Customer Conversion Rates In Your Store

Things never stay static in retail and everyone should be looking at how to do better within their own four walls, so he...

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helping customers in a store

August 16, 2021

5 Ways How to Raise Your Conversion Rate: Training Retail Sales Staff

Brick and mortar retail stores face the daunting challenge of getting their retail associates to convert customers who a...

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October 13, 2021

How To Correct The 5 Biggest Salesperson Turnoffs For Retail Customers

Untrained retail employees often think merchandise sells itself. That if a customer wants something, they’ll tell you. T...

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Patric Richardson Laundry Guy Discovery+ star interview

October 13, 2021

Patric Richardson the Laundry Guy Shares Retailing Success Story

In this podcast I get to talk with Patric Richardson, author of Laundry Love and host of a new series on Discovery+ and ...

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Jewelry shopping

August 9, 2021

How To Make Your Retail Jewelry Store More Profitable: 7 Tips

  I’ve spoken to several pawnbrokers and jewelry retailers lately and I’ve also been commenting about luxury sales and h...

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Passive

August 5, 2021

How To Increase Retail Sales KPIs: Ditch Being Passive

A quick walk through the mall shows retailers are trying to increase revenues with some fairly dramatic sales. But sales...

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Pool boy

October 13, 2021

How And Why To Sell Low Profit Margin Products

Many retailers are being forced by their vendors to sell high-priced products at low-margin right now for a variety of r...

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do's and don'ts

October 13, 2021

3 Do's and Don'ts For Empowering Your Retail Employees

How you treat your retail employees can have a huge impact on your company. A quick search of YouTube reveals videos of ...

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October 13, 2021

Retail Customer Experience That Works: Connecting With Shoppers

The day I started to actually wash and condition my face was the day a spa esthetician made it clear that for a guy in m...

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associate trying to win incentive like a carrot

August 11, 2021

How To Use Incentives With Retail Employees The Right Way

There are pros and cons to using incentives to grow your retail sales. You may remember when Wells Fargo fired 5,300 emp...

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October 13, 2021

Closing The Sale Techniques for Luxury Retail

Scarcity is one of the closing techniques rotten salespeople have used for years to try to make customers buy. It goes s...

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July 15, 2021

Why Closing The Sale Techniques Are Dead For Retailers

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

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retail employee management

August 3, 2021

Are Employees Building up Online Stores and Sabotaging Profit Margins?

Are you losing profit margins lately? A lot of attention is being given to online retail growth during the pandemic. But...

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August 10, 2021

How To Engage Retail Customers Begins With A Wow Moment

For retail customers to let down their guard, share their desires, and get over their fears of purchasing, you must get ...

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October 4, 2021

8 Powerful Ways To Sell With Confidence in Retail

Are you a retail salesperson struggling to make your goals? Or a manager who’s having a hard time training employees to ...

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August 10, 2021

The New Frugality: How to Reach Out to Retail Consumers Who Buy Less

Buying less is a concept that seemed out of style for consumers beginning with the go-go 80’s until a few years ago.   D...

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retail customers experience tips

August 11, 2021

4 Ways To Improve Your Retail Customer Experience and Sales

How to improve customer service experience? Concentrate on your employees and engage their hearts, not just their minds....

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August 10, 2021

Retailers: Why you Keep Picking the Wrong Employee Time after Time

As a retail consultant, one of the most valuable pieces of retail advice I'm asked about from an owner or manager is how...

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luxury customer service

August 10, 2021

Retail Store Tour - Showing Customers All You Sell

So many retailers assume customers know everything about their luxury brand. But most are missing the easiest way to gro...

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August 10, 2021

Retail Shoppers' 50 Pet Peeves About Retail Employees

  In the past few weeks I’ve received two pleas from retailers about to close. They want to know how to attract customer...

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Attract customers to your store

August 10, 2021

7 Incredibly Easy Ways To Attract Customers

Any retail consultant knows that more traffic to your brick and mortar retail store means more sales. But when people as...

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retail sales training for customer experience

August 16, 2021

4 Retail Sales Training Techniques to Reinvent the Customer Experience

The retail sales team is the public face of your company, the front line of customer relations, and defines the company ...

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September 15, 2021

7 Eye-Openers for How To Hire Good Employees In Retail

Prior to its opening, I was asked to visit a franchise to evaluate the new crew. I discovered the team members were blan...

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hope for retail in forest

August 10, 2021

How Resilience of Retailers Shines Through on The Covid Anniversary

I still remember the day President John Kennedy was assassinated. I was home with my mom and the door-to-door Fuller bru...

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iStock_71073013_SMALL-wallet.jpg

September 2, 2021

How Associates Selling With Their Own Wallets Are Killing Your Retail Sales

Let’s be honest, a lot of people are afraid of retail salespeople. For that matter, they are afraid of anyone who says t...

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spring cleaning

August 10, 2021

How To Spring Clean Your Retail Store With This Checklist

  Most of us put up with a lot of disorganization and unclean stores and records. My first job was as a janitor in a dry...

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iStock-515224999-wine.jpg

August 16, 2021

In Retail Sales Too Many Choices Equals Just Looking

I was intrigued by an article in the Los Angeles Times entitled, "Too Many Choices Can Tax the Brain Research Shows". It...

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fresh retail trends for spring 2021

August 10, 2021

9 Fresh Ideas In Retail Merchandising

Retail merchandising is how you attract customers away from mindlessly strolling by your store, driving past in their ca...

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iStock-487097975-uncertainty

June 23, 2021

8 Reasons Why Customers Don’t Buy From You

No matter what you sell, there is nothing more frustrating than trying to figure out why a shopper didn’t buy from you. ...

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Guitar

October 16, 2021

Are you Blaming the Customer or Selling the Experience?

I love checking out art museums on vacation. I usually meet the docent because I stand too close to the artwork and get ...

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August 16, 2021

7 Questions That Must Get a 'Yes' to Close More Retail Sales

If you work in retail sales, you have to care more about the customer than you care about yourself. Yes, you might be ge...

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August 16, 2021

How To Avoid Hearing A Customer’s “No, I’m Just Looking” Ever Again

Were you ever picked by a teacher to come up in front of class when you weren’t prepared to speak? It felt like hell, I ...

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attracting customers

September 3, 2021

What 10 Creative Retailers Are Doing Now to Attract Customers Back to Stores

Attracting customers is a never-ending process for any business. Retailers in particular are anxious to look for new loc...

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James Rhee podcast with Bob Phibbs the Retail Doctor

August 10, 2021

James Rhee: Stories of Kindness, Math, Mindset and Trust

  James Rhee is an impact entrepreneur, author, investor, lecturer, founder and president of FirePine Group, and former ...

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being wrong on something important to retail

August 10, 2021

Shaking Off the Retail Apocalypse With Hope and Real Data

This is a lengthy article to lay out the details of the retail apocalypse, a claim of massive store closures, shipageddo...

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Retail Assessment shock

January 30, 2021

Are You Guilty of These 10 Shocking Best Practices Blunders?

What is the current state of the retail industry? To no one’s surprise, most retailers see customer service as their mos...

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customer first retail store quote

August 10, 2021

5 Best Management Practices For A Customer First Focus

When I was selling cowboy clothes in the Santa Monica Place mall back in 1982, I received a call. “I’m Kris Kristofferso...

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Martin Lindstrom

August 10, 2021

Martin Lindstrom: Branding, Tribes and the Dissolution of Empathy

  Martin Lindstrom is the world's leader in branding and marketing. Having started when he was a child presenting a mark...

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Selling fears

August 10, 2021

How to Conquer Your Selling Fears

I was talking to a pool builder who had just put in a new pool. His client lived in a very expensive neighborhood, drove...

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Motivation

August 16, 2021

3 Steps For How To Motivate Yourself And Increase Retail Sales When It’s Slow

When business slows down, it is easy to become despondent or lazy. Whether you had a great year or not-so-great, it’s ea...

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Balancing inventory

August 9, 2021

Balancing Inventory: Making Friends With Retail Clearance Sales

What is the difference between clearance and a sale? A sale is often a promotion of a specific brand or even a store-wid...

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August 10, 2021

4 Tips How To Avoid Overbuying Merchandise For Your Retail Store

This post is for retail buyers but here's a question for you: Do you know what makes a Rolls Royce a Rolls Royce? Yes th...

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how to do inventory retail store

August 10, 2021

Why and How To Do A Physical Inventory On A Shoestring Budget

Merchandise on the sales floor can look pretty but it is your money sitting there. While you can do an inventory of your...

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cash flow january retail tips

August 10, 2021

Retailers - 5 Cash Flow Tips For January

Retailers! January is the time to get your financial house in order to have the most profitable retail sales and stress-...

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fighting online retailers with fitting rooms

October 6, 2021

Retail Fitting Rooms: How to Use Yours to Fight Online Retailers

While the pandemic has made some retail store owners leery of fitting rooms, remember: No sale is made until it is actua...

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October 15, 2021

Retail Consultant Tip: 4 Stages of A Customer's Buying Cycle

As a retail consultant, I've examined how your customer's buying cycle is predictable. As the economy has gotten stronge...

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Google amnesia

August 10, 2021

Employee Training Is Broken - You Can Blame Google or You Can Fix It

Employee training has devolved because of the always-on Google or Siri solution to all inquiries. Unless employees are l...

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bloody footprint

August 10, 2021

Retail Selling Tip: What If Home Depot Had A Dressing Room?

What if Home Depot had A dressing room? Can you picture it? A guy picks up several chain saws and heads off to a room to...

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retail employee review

August 10, 2021

Why And How to do an Employee Review

Employee reviews are one of the most neglected tools a retailer can use to increase their retail sales.By using regular ...

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June 23, 2021

Motivation Beyond Paying Retail Sales Commission: 3 Ways To Get Employees To Sell

Motivating employees. It’s always tough in a retail store. You want to be as successful a retailer as Apple, Nordstrom, ...

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October 15, 2021

Excellent Customer Service Starts With A Positive Attitude

I'd been with my dad at the Carolinas Medical Center in Charlotte for several days. The first day I walked in, I noticed...

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retail holiday sales for retailers

August 10, 2021

7 Ways How To Grow Your Retail Sales The Week After Christmas

After-Christmas retail can be fun - even with a pandemic - as long as you stay focused on making money instead of just g...

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goal setting

August 9, 2021

How To Successfully Conquer Goal Setting For Your Retail Store

Effective goal setting is the key to driving sales and self-discipline. To set a meaningful goal, you should start with ...

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Man Christmas shopping like a hero

July 22, 2021

Retail Holiday Sales: How To Sell To Men and Help Them Buy Like A Hero

As a retailer, I loved the day before Christmas Eve. All the planners had purchased and the after-Christmas sales had be...

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bratty kids in store

August 9, 2021

How Should You Handle Bad Customer Behavior With Bratty Kids In Tow?

Brick and mortar retailers have to put up with a lot of bad customer behavior. But how should you deal with difficult co...

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Choose the right retail sales training

August 10, 2021

How To Choose The Right Online Sales Training Courses For Your Store

Congratulations for reading this – it means you understand retail sales training is important. But which online sales tr...

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online retail sales training program

September 3, 2021

Is An Online Retail Sales Training Program For You? It's the Only Sensible Option.

When you started your brick-and-mortar store, you probably did everything yourself. You answered the phone, took orders,...

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conversion rate training

August 16, 2021

How To Improve Your Store's Conversion Rate Training

Retailers have tried everything it seems to get employees to sell more. So many try to hire a natural-born salesperson. ...

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Happy Holidays

August 10, 2021

Greeting a Customer: Do You Say Merry Christmas in Your Retail Store?

Retailers, it's the most wonderful time of the year. Or at least the holiday season should be...so why is there an ongoi...

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Online retail sales training for remote employees

September 3, 2021

How Online Retail Sales Training Can Be Available to Remote Employees

Here's how you can deliver retail sales training to remote employees effectively... When you have just one brick and mor...

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money in pocket

October 1, 2021

Retail Cash Flow: 6 Ways to Manage a Small Store

Retail cash flow (maintaining a sufficient amount of available cash) for small shops is one of the least sexy topics I'm...

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emotional selling

August 10, 2021

How to Sell Based On Emotion And Not Logic

So many retailers try to sell on logic when shoppers buy based on emotion. But you can't feel a fact.And yet many retail...

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August 10, 2021

9 Benefits of Using Online Retail Sales Training

  The Internet is changing not only the way retailers interact with customers, but also the ways in which they can prepa...

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ROI for online retail sales training

December 3, 2020

How To Calculate The ROI Of Online Retail Sales Training Programs

Most businesses see a sales training program as a cost when it should be seen as an investment. This post is about ROI c...

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proof online retail sales training works

August 16, 2021

Here’s Proof My Online Retail Sales Training Program Works

I‘ve been an in-person retail sales trainer for upscale retail brands and I’ve helped them achieve extraordinary gains o...

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August 10, 2021

How The Best Training Solution Should Be More Than Retail Sales Academy

  In-house training solutions are time consuming to create and usually get so diluted by internal bureaucracy and corrup...

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online retail sales training

August 10, 2021

Retail Sales Training Will Never Be The Same

While working for some great retailers, I found I was naturally good at selling merchandise and retail sales training. L...

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August 16, 2021

Is SalesRX Online Retail Sales Training Right For My Stores?

If you're at that point when you know something must change in your retail operation and overall strategy... And now you...

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How to get started with online retail sales training

August 10, 2021

Online Retail Sales Training: How to Get Started and What to Expect

  Imagine being in an airplane and overhearing a voice from the cockpit saying, “Just keep the nose in the air and if th...

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Employee Retention

August 10, 2021

8 Ways To Increase Employee Retention In Your Retail Store

When employees leave – either because you fired them or they quit by choice, their absence leaves a hole. Retailers hate...

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dinosaur wrecking havoc on retail

August 10, 2021

Is Amazon Killing In-Person Grocery Shopping to Make Us Buy Online?

Amazon customer service is legendary. Buy something if you're a Prime member and return it for free, immediate credit in...

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August 16, 2021

8 Questions To Be Answered When Considering Retail Sales Training

Whether the retail sales training is delivered in person by a sales trainer like myself, online through a program like m...

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Higher retail holiday sales

August 10, 2021

7 Holiday Marketing Tips For Higher Retail Sales

  The three weeks prior to Christmas are when all hands are on deck preparing for the holiday shopping season in a retai...

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August 16, 2021

What Makes a Good Retail Sales Training Program?

Retailers, especially those who have a large number of employees, often wonder what makes a good retail sales training p...

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stubbed toe

September 24, 2021

Considering Retail Sales Training Courses? Here Are The Essentials

Had a shocking call with the North American CEO of a luxury brand recently. They had a bad fourth quarter and were havin...

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best practices holiday retail store

August 10, 2021

9 Best Practices To Encourage Impulse Buying

The holidays are a great time to entice shoppers with unplanned purchases. The grocery industry has mastered the art of ...

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retail sales tips merchandise

August 10, 2021

Preparing For Christmas: How To Unclutter Your Retail Store

Merchandise ... like food ... like alcohol ... like a lot of things ... can be good.  Until you have too much. Too much ...

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August 10, 2021

How Retail Employees Can Maintain Their Sanity During The Holidays

 The first week of December can be the calm before the storm. Your seasoned retail employees know what is in store, your...

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Holiday Shoppers

August 10, 2021

How To Convert Holiday Shoppers Into Loyal Year Round Customers

It is so important to convert holiday shoppers into loyal customers because you have so many more bodies walking through...

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iStock-1148226683-SBS

August 10, 2021

14 Small Business Saturday Marketing Ideas For Retailers

Looking for ideas to help your small business and community thrive this Small Business Saturday, November 28? When Small...

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October 4, 2021

Listening to Customers: 5 Ways to Start Right Now

I walked into a men’s boutique one day and a young woman lurched out from a four-way rack with a small flier telling me ...

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how retail holiday sales weather

August 10, 2021

How To Leverage The Weather To Market Your Store And Grow Your Retail Holiday Sales

We know how weather can affect retail sales, but what can we do about it? A long time ago, in a mall far far away, I was...

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handling objections

August 9, 2021

How To Overcome These 5 Shopper Objections And Get The Sale

As I walked past a Brookstone in an airport one Sunday afternoon several years ago, a guy was clearly teaching his assoc...

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iStock-500883502-santa-email

August 10, 2021

Email Marketing To Increase Retail Sales In December

Are you looking for how to use email marketing in December to lure holiday shoppers back to your store again and again? ...

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August 10, 2021

Here's The Employee Scheduling Secret To Building Your Retail Sales

You are probably looking for places to cut costs before the holidays. If you adjust staff to meet sales you could be ram...

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ostrich jacket

December 4, 2020

10 Tips for Holiday Merchandising in December

Holiday merchandising is always hard. During a pandemic with shorter hours, curbside pickup and threatened shutdowns, it...

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bad media reports on retail

August 10, 2021

How To Deal With The Retail Holiday Headlines Designed To Scare You

Retail is predictable in many ways. The same predictable, negative, retail holiday sales stories pop up about bricks and...

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how to marketing tips

August 10, 2021

Stand Out Marketing - Find A Way To Reach Your Goal

If you want to get something, you need to go after it; same with marketing your business. The goal of any campaign is to...

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angry retail employee training

March 11, 2021

If Retail Sucks, Why Do You Work Here?

Recently I received a comment on my blog totally unrelated to that blog.It read, “No offense but your other blog about w...

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personality styles in retail sales

August 10, 2021

Why Personality Styles Are Crucial To Making More Retail Sales

Personality styles can make or break your retail sales training... Imagine you were just plopped into a car parked on th...

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3-stage processing brain

August 16, 2021

Selling Skills: How To Close A Retail Sale

It’s probably the most common question retailers ask, “How can I get my salespeople to close a sale?” There are scads of...

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a choice between good branding and bad

August 10, 2021

Levi’s vs Gap: A Tale of Two Titans' Retail Branding During COVID-19

Branding is so important when it comes to retail. But during this time of Covid-19, what are smart retail brands doing? ...

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August 10, 2021

Do You Have The Personality For Business?

When I was writing my book, The Retail Doctor's Guide to Growing Your Business (Wiley & Sons), I wanted to show how ...

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August 10, 2021

Retail Sales Training: Adjusting Your Driver Personality Style

  The Driver personality style is all about power and ego. External validation by applause, commission checks, status or...

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reasons small businesses fail

August 3, 2021

How To Avoid The 7 Reasons Small Retail Businesses Fail

There are few things sadder than going by one of your favorite boutique retailers and finding an empty store with a sign...

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marketing your retail store product reviews

September 27, 2021

10 Easy Ways to get Customer Reviews that Boost Retail Sales

Customer reviews are very influential and can increase your sales more than marketing with a paid ad but can be hard to ...

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Thinking of Starting a New Business

August 10, 2021

Should You Start A New Business Or Retail Store Now?

  One of the most asked questions during my appearances on MSNBC's Your Business revolved around timing a new business. ...

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selling with dollar signs in your eyes

August 10, 2021

Don't Be Guilty Of Selling With Dollar Signs In Your Eyes

Selling can be a complex process but the fatal mistake many never address is the attitude of the salesperson looking at ...

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Prepare your store for the holidays

August 10, 2021

Preparing for the Holidays: 11 Things to do at your Retail Store

  Wondering how to prepare your store for the holidays during a pandemic? The National Retail Federation reports for 202...

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ralph lauren store Soho Manhattan

August 10, 2021

3 Lessons in Leadership During COVID-19 From Ralph Lauren's CEO

Looking for lessons in leadership style during the pandemic? Look no further than Ralph Lauren's Patrice Louvet. There h...

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August 16, 2021

How To Visually Merchandise Your Holiday Store Windows

New York City brick and mortar retailers like Macy's and Saks Fifth Avenue have known the power of visual merchandising ...

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using part-time employees bad for your store

August 10, 2021

Retailers: 5 Reasons Part-Time Employees Could Undermine Your Store

I read a disturbing article in The New York Times about the trend of retailers and restaurants to limit hours of their p...

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get ready for retail holidays

August 10, 2021

Retail Sales Countdown: Five Tips To Get Ready for the Holidays

Getting ready for the holidays in retail means knowing your countdown to Christmas. Here are Five Tips To Get Your Retai...

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Black Friday retail tips

August 16, 2021

How To Prepare Your Store For Black Friday And Get Strong Holiday Retail Sales

There will be four Saturdays between Thanksgiving and Christmas this year. While many small retailers maintain Black Fri...

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Bitter Betty employee

September 15, 2021

Do You Have A Bitter Betty Employee Killing Your Retail Sales?

  You’ve met her  …or him before as a customer …the employee who knows everything. Who condescends to help you if they a...

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how to get a raise or promotion retail

August 10, 2021

Retail Jobs: How To Get Promoted From Part-Time To Full-Time

I received a note from a reader wanting retail advice, "I was given a part-time job at a high-end department store in th...

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Decorate your store windows for the Holidays

October 15, 2021

How To Decorate Your Retail Store For The Holidays [Pics]

Decorating a store goes to the heart of what makes great retailing. During these times, it will be the deciding factor t...

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neiman marcus closing Hudson Yards

August 10, 2021

Neiman Marcus Is Shuttering Its Hudson Yards Store - 3 Leadership Lessons Retailers Can Learn From Their Failure

Imagine a prominent retailer telling employees they must reimburse their company for health insurance premiums paid duri...

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how to boost foot traffic

October 6, 2021

How to Increase Foot Traffic In A Retail Store: 7 Proven, Timely Tips

Even before the pandemic, retailers often asked me how to increase foot traffic in a retail store. In my last book, The ...

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seasonal training

August 10, 2021

Holiday Retail Sales Training: 15 Things To Teach Seasonal Employees

Your full retail sales training is most likely more thorough and involved than for your holiday seasonal employees. But ...

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mastery of retail stategy

August 10, 2021

5 Retail Strategies Retailers must Commit to Master

This is a retail strategy post with many items for smaller retailers as well as some for larger retailers... I had just ...

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How to increase retail sales

August 10, 2021

How to Increase Retail Sales – Three Tips

Looking to increase retail sales during a pandemic? The key is to realize in many ways, brick and mortar retailers have ...

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August 10, 2021

Retail Sales Training To Sell More: Features and Benefits

Looking to understand and learn how to sell more in your retail store? You need to know that features are not benefits a...

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bored retail employees

October 16, 2021

50 Things Retail Employees Can Do When They're Not Busy

What to do when your retail employees are standing around and your store is not busy... You probably don’t mind them tak...

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suggestively sell add-on in retail

July 15, 2021

4 Tips To Train How To Use Suggestive Selling For Add-Ons

The final stage of a sale is used to suggestively sell an add-on to the customer's main purchase. After the customer has...

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selling to a customer

August 16, 2021

How To Close More Sales With Team Selling

Team selling in retail is something rarely used but sales teams should recognize it for the opportunity it brings - espe...

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Store opening

October 16, 2021

How To Attract Customers To Your Retail Store In 9 Easy Steps

As retailers across the country navigate coronavirus, masks, and lockdowns, it is still important to focus on how to att...

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October 6, 2021

7 Ways You’re Missing Getting Retail Customers In the Door

Graham, a friend of mine went to a local electronics store to buy a microphone. The young sales associate took him to th...

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selling more in store

August 16, 2021

11 Retail Sales Tips To Boost Your Store's Sales

Selling and how to sell is the most important skill every retailer should focus on. What are retail selling techniques? ...

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visual merchandising insights

October 1, 2021

Visual Merchandising: 12 Insights How To Merchandise Your Store

Retail merchandising is such an important topic! Most of the time, smart retailers call it visual merchandising and are ...

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Store appearance is more important than ever

August 10, 2021

The Impact of Store Appearance During Covid-19

How to drag shoppers away from their phones and make them walk into your store? Bump up your curb appeal to make a big i...

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Don't forget the paintbrush!

August 10, 2021

A Learning Manager is Key to Running Your Online Retail Sales Training

Have you ever gone to a store and purchased paint, only to discover when you got home that you had no paintbrush? That’s...

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shoe shopping retail

September 16, 2021

5 Ways How to Cultivate Your Brick and Mortar Store Culture

While online retail numbers rose during the pandemic, many of those DTC retailers are now opening brick and mortar store...

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making store exterior standout

August 10, 2021

Retail Consultant Case Study: How to Attract A Customer to Your Store

Retail case studies are great ways to learn how to grow your sales. As a retail consultant, I get a wide variety of chal...

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The 5 Shifts Brick-and-Mortar Retailers Are Making to Generate Up to 20% Higher Profits Every Month

Are you a hungry brick-and-mortar store owner who’s ready for a fresh, people-obsessed strategy? This training is for you if you want to grow your business using a powerful customer experience formula proven to make your cash register chirp.

I'M READY TO WIN