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How Should You Handle Shoppers With Bratty Kids In Tow?

My mom used to tell stories about my middle brother. He was so rambunctious that when the phone rang, which was just...

5 Giant Takeaways To Heed From Sears Withering Bankruptcy Tale

You can’t open a webpage, a newspaper, or turn to your video channel without someone somewhere coving the story that...

How To Overcome Fear of Failure In Your Business

A lot of retailers write me about their fears. Fear of not doing enough to gain market share. Fear of not having the...

To Compete With Amazon Try This In Your Store Instead Of Coupons Or Discounts

Imagine if this was your retail business: “Given our view that Bed Bath & Beyond was unable to post positive comps...

10 Things You Should Do To Prepare Your Store For The Holidays

Wondering how to prepare your store for the holidays?

How To Make Brick And Mortar Stores Better Than The Internet

Online mattress company Casper is opening 200 stores across the US; online consignment store ThredUp is planning...

Are You Missing These 4 Key Training Principles That Lead To Retail Success?

 

I was tired after my 12-hr journey to get home. I called and ordered a pizza from the local Italian restaurant....

5 Ways How To Re-Engage Customers With Email

 

7 Best Ways How To Boost Foot Traffic to Your Retail Store

Retailers often ask me, How can I bring more customers to my business?

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...

6 Ways To Protect Yourself From Email Ransom Scammers Who Have Your Real Password

5 Ways To Talk Less And Sell More

In the Broadway musical Hamilton, the character Aaron Burr offers this advice to the fast talking Alexander...

Amazon Prime Day Crash Reveals Fallibility Of Online Shopping

Amazon’s website crashed as Prime Day 2018 kicked off. How does Amazon crash when people order from them 24/7 365...

How To Compete With Amazon? Create An In-Store Customer Experience That Rivals Theirs

Amazon is the company retailers love to hate. Amazon’s arms continue to weave and curl around your customers.

And...

Podium Survey Reveals 6 Surprising Reasons Customers Don’t Return To Local Retailers

Ever written an email or text to a retail business and didn’t get an answer within a day?

Is Your Aversion To Selling Holding Back Your Store’s Sales?

Aversion to selling is everywhere in retail.

Are You Confusing Your Customers Like IHOP Just Did?

This past week IHOP created a tsunami of publicity when they teased they were changing their name to IHOB. A few...

What Top Brick and Mortar Retailers Are Doing To Combat Amazon

As 250+ Bon Ton stores go out of business, the Wall Street Journal caught up with their former CEO Tim Grumbacher...

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...

7 Reasons You’re Afraid Of Retail Sales Training And What to Do About It

Have you passed on retail sales training because for you either didn’t think it would work or you had a bad...

The Best Way To Create Window Displays That Turn Heads And Drive Foot Traffic Into Your Store

A lot of retailers are looking for ways to draw shoppers into their stores.

3 Customer Service Techniques That Can Skyrocket Your Store Sales

The one common denominator when it comes to retail sales is...people. And how those people interact with each other.

7 Retail Customer Service Experience Mistakes Retailers Make

As a motivational speaker, I travel a lot and encounter customer service mistakes all the time.  

4 New Retail Business Ideas That Stand Out From the Competition

If you're paying attention to the doom and gloom associated with retail, it might seem that the exuberance of online...

7 Leadership Training Skills To Make Your Store More Successful

Management has the ability to make or break a team of retail employees. Too strict and few will want to work for the...

The Litmus Test For Customer Service Interaction - How Do You Measure Up?

I was staying at the Midlands Park Hotel in Portlaoise Ireland and walked into the restaurant to have breakfast. I’d...

7 Customer Service Skills Your Employees Need to Succeed

I was with a friend who was looking for a new pair of sneakers yesterday at Dick’s Sporting Goods. He found an...

5 Employee Training Methods for Slow Times

Looking for ideas to keep employees busy?

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,...

5 Cost-Saving Initiatives Your Retail Operation Must Have

They say you have to spend money to make money, but you also have to save money to make money. 

Manager Training Program Pitfalls - Why Your Retail Business Needs An Upgrade Now

Retail brands are in trouble. Even top brands like Nine West and Bon Ton have gone belly up.

Your retail business...

10 Easily Overlooked Customer Service Tips

When was the last time you had a negative customer service experience?

2018 Retail Assessment Reveals 10 Shocking Lacks In Best Practices

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

Starbucks Shows Why Retailers Must Be The Drivers Of Social Change

This past week, Starbucks announced they were closing 8000 of their US locations for bias training after a manager...

48 MUST Ask Questions To Help You Select The Best Point Of Sale POS Retail Software

A question I’m asked frequently is how to select the best POS system software.  It’s important because a point of...

5 Retail Management Practices That Can Bring A Customer First Focus To Your Store

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

Retail Brands Are In Trouble. Is Yours Next?

Did you ever watch the Sopranos episode where Richie racks up a massive debt? Tony takes over the business and racks...

How To Bring Your Dying Downtown Retail Shopping Area Back To Life

A great downtown has a thriving independent retailer community working at the top of their game. New businesses open...

Don’t Blame The Customer! Why Music Stores And Your Store Are Struggling

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

7 Things Every Retailer Should Takeaway From The Toys R Us Demise And Lowes Conversion Rate Problem

The big news this week was that Toys R Us took the final step to close all 735 of their US stores and put 33,000...

What’s The Best Shipping Software For Your Retail Operations?

When I was first starting out, one of my first jobs was as a janitor and shipping clerk at Slavick’s jewelers in...

Off-Price Retail Cannot Be The Way Forward, Customer Service Must Be

Back when I was a kid, I had a coughing fit at a concert. My mom looked down at me, grabbed her purse, and gave me a...

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

A local business group asked me to present for half a day. It was a typical group of small and medium-sized...

How to Create Loyal Retail Employees

You don't want the reason you have loyal retail employees to be because they don't ask for a raise or they've been...

How Employees 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...

How To Close A Sale In 2018? Address Shoppers Five Roadblocks

The days of trying to make shoppers buy something are gone. Even if you still try to use old school closing...

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...

How To Stop Rotten Customer Service Experiences In Your Retail Store

Last week I wrote a rather scathing review of my recent visit to The Ritz-Carlton in New Orleans.

The Ritz-Carlton Review: My Personal Customer Service Horror Story

I was standing naked, covered only in a towel and yelling down from the second floor of the men’s spa at the...

10 Ways To Sell More and Increase Sales in Retail

Time and time again, retailers return to this blog to learn how to sell more in retail. Yes, I have a lot of tips...

How To Make 2018 A Year You're Not Ashamed Of And Grow Your Retail Sales

Another year has closed. For some, it was record-breakingly good.

One thing that is true across the board, last year...

7 Best Retail Blogs Of 2017: Must-Reads For Brick And Mortar Retailers

As a retail consultant, speaker, and trainer for some of the best retail brands in the world, I get on a lot of...

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

It’s the day before Christmas Eve. I love this time as a retailer.

All the planners have purchased - with their...

Holiday Shopping: 9 Tips To Get Last Minute Shoppers To Spend  More In Your Brick And Mortar Store

How can brick and mortar retailers compete against online retailers to get their fair share of holiday shopping?...

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

How does weather affect retail sales?

How To Prevent Sexual Harassment And A Hostile Environment In Your Retail Store

You can’t open a webpage without seeing a new charge of sexual harassment or the downfall of some powerful man in...

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...

How Brick And Mortar Stores Can Win Against Online Retailers This Holiday

Many news outlets scrambled over the weekend to pull together every fact they could to show the retail apocalypse –...

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

How To Determine If Running Your Store Employees Too Lean Is Affecting Retail Sales

Most every retailer's looks at their employees as their most expensive operating cost.

How Engaging Is Your Store's Customer Experience? Take This Quiz

A lot is being written about customer engagement in retail.

How retailers are trying to engage shoppers to their...

How To Improve Your Retail Sales With Role Play

Are you looking for how to improve sales for your store? In this article, I look at role-playing in five fundamental...

Why It’s So Hard To Get Retail Employees To Upsell – And How To Get Them To Do It Anyways

I was buying a small electronic item when the cashier asked me, “Do you want to buy the extended warranty?” I...

7 Ways To Get Customers To Remember You So They Return To Your Store

My buddy Steve had a neck pain and had been researching a pain-relieving pillow for weeks.

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

There will be five Saturdays between Thanksgiving and Christmas this year. Maybe that's why the National Retail...

How To Use AMEX Small Business Saturday To Grow Holiday Retail Sales

Looking for a strong way to promote your business and how to attract customers? Are you an AMEX cardmember looking...

How To Stop Online Retailers From Eating Away At Your Business

During a recent road trip, I stopped at a country store that dated back to the Revolutionary War. Creaky wooden...

5 Hot Retail Trends You Can Implement In Your Retail Store Today

 

9 Ways How To Re-Energize Your Brand With A New Retail Sales Strategy

Imagine that you’ve just stepped into a retail business that has been operating at a loss for over a decade.A retail...

How To Get Employee Sales Training To Stick Like Gum To The Sidewalk On A Hot Summer Day

Shoppers respond to a human trusted advisor more deeply than to any webpage.

7 Skills Every Retail Manager Needs To Succeed

Most retailers promote from within and while that can be good for morale, many times, it is bad for business.

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...

How to Avoid The Warehousization Of Your Retail Store

The other day a friend and I checked out a new restaurant in my neighborhood. At 6:00, we were the only ones in the...

From Hating Civil Rights To Honoring Them - My Journey

Today’s blog is not about retail sales training. Or marketing. Or attracting customers to your shop.

It’s about how...

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,...

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...

Retail Success: How To Keep Your Store From Being Your Personal Ball And Chain

In 2001, Tim & Cynthia Holliday took a gamble:  They purchased Children's World, a struggling children’s uniform,...

How Omnichannel Retail Is Destroying Your Experienced Salesperson Workforce

A New York Times story today shared Saks has turned the entire second floor of their New York City store into The...

How To Deal With The Shop Local But Buy Online Retail Trend

Every Friday I answer your questions in a Facebook LIVE video. This past week many questions revolved around the new...

How The Best Retail Salespeople Make The Sale

I had finished speaking in San Francisco and was checking out the retail scene when I came across a smallish men’s...

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...

How To Successfully Conquer Goal Setting For Your Retail Store

I used to handle all the franchise training for a coffee chain. I encouraged new franchisees to tell their employees...

How to Battle the 7 Retail Trends Affecting Today's Consumer

With lower foot traffic, retailers are desperate to get a handle on the top retail trends to see where their...

How To Increase Units Per Transaction (UPT)

Your success as a retailer depends on increasing your units per transaction (UPT) and conversion rates. The only way...

Retail Strategy: 5 Things Retailers Must Commit To Master

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

Retail Management: How To Get Your Employees To Do What You Want

One of my first clients was a coffee roaster, and I remember the owner recounting a story about retail management...

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."

Customer Service In Your Retail Store – 3 Stories To Get You From Cringing To Caring

I have been a loyal Nordstrom shopper for decades. It was the pinnacle of cache to buy from Nordstrom. Exclusive....

3 Retail Management Tips From Michael Kors Closing Stores

Michael Kors received a lot of attention last week for announcing they would be closing about 125 retail stores over...

7.5 Million Retail Jobs To Vanish – 73% Are Women. It’s Now Or Never For Retail Sales Training

A study warned recently that up to 7.5 million retail jobs could be gone in the coming years due to automation. For...

8 Proven Strategies For Retail Success

I had been hired in my business consultant role by a guy looking to open a new store.

After assessing the location...

How Many Hours Should You Invest In Retail Sales Training?

People often ask me, “How many hours does it take for retail sales training?”

12 Best Practices Of Retailers From Ivory Tower To Front-Line Employee

Online retailers are jealous.

How To Get Retail Shoppers To Make Unexpected Purchases In Your Store

One of the best things you can hear in a retail store is, “I was just walking by and spotted this and I had to have...

Here’s Why You Need To Get Serious About Your Own Retail Customer Service And Engagement

Brick and mortar stores have the ability to surprise and delight. So does a downtown shopping area.

Want Employee Development But Can't Prove Online Sales Training Is Worth The Money? How’s This?

I received a tweet from Susanne Wolf in January of this year accompanied by the photo above. It read, “Thanks to you...

What Do Shoppers Value and Want When They Walk Into Retail Stores?

We now value the worth of something by how picture-ready it is. I got caught up in it myself while staying in Los...

7 Ways To Get Better At Selling In Your Retail Store

Are you struggling to get more sales? Looking for how to sell more in your store? You can either watch a 90 second...

Retail Is Not Dead But Stores Are Closing. How To Keep Your Store From Dying

On Monday, Ralph Lauren announced they are closing their flagship Polo store in New York City as part of a drive to...

Retail Sales Training Tip: Use Story Selling

Retail sales training for associates has to be more than to hammer employees over the head about facts, facts, facts.

The Case For SalesRX, My Online Retail Sales Training Certification

When I was working with a retailer a few years ago, I observed a new hire as he was brought into the back office. He...

How To Avoid The 7 Reasons Small Retail Businesses Fail

There is nothing sadder than going by one of your favorite boutique retailers and finding an empty store with a sign

Cognitive Computing Is Transforming Online Retail - Where Does That Leave Physical Stores?

Online retailers are coming after every single brick and mortar retailer.  

4 Ways To Improve Your Retail Customer Experience and Sales

Many retail stores offer the same or similar products as you do.

And anything is available online.

If the only...

Here’s Proof Best Online Retail Sales Training Program Works...Well Mine Anyways

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

Here’s My Pick For Woman In Retail Sales Hero

Today’s RetailWire discussion revolved around Brian Kilcourse’s shopping trip. The proprietor of Judi’s of Nevada...

Retail Customer Service: How To Get Away From A Shopper In Your Store And Onto Another

Many decades ago, when I was first starting out as a commissioned salesman, I had a very good customer, Richie.

Retail Consultant Advice: Retailers Raise Your Prices And Here’s How

5 Time Management Tips For Retailers

Time management isn't for accountants - it's for everyone.

Retail Business Owners, Would You Fire You?

If you own a business, you have had to terminate employees. You had assessed their behaviors and found them taking...

How To Spring Clean Your Retail Store With This Checklist

My first job was as a janitor in a dry-cleaning store. One rainy Thursday I had cleaned up the break room like I...

To Learn Relationship Selling And Close More Sales, Dissect A Movie Script – Here’s Why

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

How to Attract Customers and Increase Your Store Foot Traffic

How to attract customers? That is a frequent question to my retail consultancy.

Here’s The Radical Cutting Edge Disruption In Retail Shoppers Respond To

I was walking around Manhattan after I had finished speaking at the First Data Main Street Matters event when I...

24 Do's And Don'ts Of Customer Service By Personality Style

Personality styles have fascinated salespeople since the Greeks first identified them as the 4 temperaments.

7 Tips For Indie Retailers To Maximize Your Cash Flow In September

 

Retailers have always been at the mercy of the yearly calendar. As the seasons change, the climate of the market...

Here’s The Number One Reason You’re Letting Yourself Get Away With Providing Bad Customer Service

Bad customer service could best be summed up by Lily Tomlin’s character Ernestine, “We’re the phone company; we...

5 Critical Skills How To Coach Retail Salespeople

The opportunities for coaching retail employees are huge and exemplified in this brief story...

Retail Management: 10 Things To Never Discuss In Front Of Employees

Trust is one of the building blocks of sales, retail employee management and economic life as we know it.

Life in...

Is Your Garden Center Doomed Because of Rotten Customer Service?

Garden centers or nursery stores should be the best places to find great customer service.

Here’s How Graymail Is Giving You A False Sense Of Email Marketing Success And Tips On How To Fix It

Imagine you’re at home with most of the lights off watching Game of Thrones. You’re enjoying a nice glass of red...

Bad Customer Service Examples: 50 Things Retail Employees Shouldn't Do

 

Excellent retail customer service is dependent on your employees. Here are fifty of my blunt reminders for both...

How Your Merchandising Can Influence Customers To Increase Retail Sales

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

How To Fix The Fatal Mistake You Don’t Realize You’re Making That’s Losing Retail Customers

Online retailers and discounters have taken their toll on many brick and mortar stores. Macys, JC Penney, and Kohl’s...

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.

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

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

Don’t Be The Luxury Retailer That Had To Close Due To Discounting

Luxury has come to a crossroads.

What once was exclusive and in high demand is now regularly discounted.

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

5 Ways To Sell Customers A New Identity Using Emotional Selling

You know where so many retail salespeople go wrong?

How To Sell Value Over Price In Your Retail Store

What an item is worth and what an item is priced at are often used simultaneously in many retailers’ marketing...

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...

10 Best Retail Sales Blog Posts of 2016

I write hundreds of blogs per year all focused on how to grow retail sales, attract new customers and improve...

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

After Christmas Day is over, retailers may find themselves wanting to rest.

But you can't.

You have one mission: to...

7 Reviews To Do Now To Win Retail Sales In 2017

I recently did a review of my website and marketing materials. While it was a bit tough to look at some of the...

How To Fix Your Retail Sales - The Challenge

Many retail brand managers, store owners, and managers are shaking their heads in frustration trying to figure out...

10 Easy Ways To Get Customers To Write 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...

7 Ways How To Get Higher Sales Using The Best Selling Techniques In Retail

 

Looking for effortless retail sales...

How To Close Retail Sales: Identify The Customer Conversion Points

I can’t tell you how many people ask me to speak at a whole seminar on tricks how to close a sale.

Purchasing An Alien For Christmas Showed Why Brick And Mortar Retailing Matters

I always wanted to be the great uncle. You know, the one who really made something special for a kid during the...

How To Leverage Employee Personality Styles And Increase Your Retail Holiday Sales

Why are children always excited and happy around Christmas or Hanukkah?

How To Improve Your Marketing To Increase Retail Sales During December

It’s the beginning of the holiday season and retailers are all over the map with their holiday retail sales figures.

1 Thing To Do Before Thanksgiving To Have Higher Retail Holiday Sales

Holiday retail sales crunch time is days - not weeks - away.  Twenty-three years ago today I was planning the most...

Retailers, After This Election, We Need A Reset Button For America

For the past year, we have had an anxious cloud form over us because of the Presidential campaign.

How To Convert Holiday Shoppers Into Loyal Year Round Customers

When I was starting out as a retail manager, I had a new sales guy who was killing it two weeks in a row. Everything...

How To Get Long Term Retail Employees To Unlearn Bad Selling Habits

There’s an old adage that goes something like you can’t put new ideas into a full bottle; you need to empty it to...

How To Engage Past Customers To Grow Your Holiday Retail Sales

 

It’s been said it costs seven times as much to attract a new customer as it costs to retain an old one. This post...

How To Avoid Being Or Hiring The Entitled Student Retail Employee

This is a post for retailers who hire part-time employees yet avoid students. It’s also for students looking for...

Mission Possible – Train Your Retail Sales Team On How To Sell

A lot has been written about the gamification of employee training.  The idea is the short-wins you get from a game...

Why Malls Should Be Closed For Thanksgiving - Being Open Punishes Small Retailers

It’s mid-October.

9 Tips For Hiring And Training Holiday Retail Sales Employees

Let’s be frank when it comes to hiring and training seasonal retail employees...

Why Retailers Should Display Christmas Merchandise Before Halloween

It's that time of the year ...

Time for the leaves to change...

Corn mazes to sprout up...

Pumpkin spice latte...

...

How To Sell Your Boss On Why You Need Sales Training

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...

5 Pitfalls of DIY Retail Sales Training in Your Store

While I love to speak to retailers and train them how to sell better in their stores, I have another passion for...

5 Cash Flow Tips For Retailers In October

The holiday season is about to begin and every retailer is glad for it because cash flow will seem to get better....

Why Team Selling Rocks And Turning Over Your Retail Sale Doesn’t

Back in October of 1982 I wanted the new Honda Prelude. It was Car of the Year. It was in limited demand. Since I...

How 5 Independent Retailers Are Killing It With Facebook Live Video - And How You Can Too

Looking for free or low cost marketing ideas for your retail small business? Facebook Live video has provided you a...

Retail Sales Associate Training: 9 Ways To Get Better At Selling

You’ve probably heard it said of someone, “They could sell (snow, ice, a refrigerator) to an Eskimo,” or something...

How Incenting Retail Employees Can Lead To Unintended Selling Problems

The big news this week was that Wells Fargo fired 5300 employees, about 2% of their workforce, after admitting those...

How To Visually Merchandise Your Holiday Store Windows

Have you stopped to consider the power of visual merchandising - dressing your windows in retail?

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...

Personality Test: Are You A Driver, Expressive, Analytical or Amiable?

Ever seen HBO's series Sex and the City or the movie The Hangover? Those four characters in each are archetypes for...

How To Visual Merchandise And Create Killer Retail Display Windows

Visual Merchandising is something many retailers feel challenged by.

What to put in the store window? What to put...

Personalized Retail Is The Future - Meet The Xerox Direct Object Printer

Remember the old Burger King jingle, Have it your way, have it your way?

Can You Know If Your Marketing ROI Is Working For Your Retail Business?

Most every retail business owner is frustrated with their marketing costs because they don’t know how to calculate...

Shut Up And Start Selling - How To Redirect From Sabotage To Retail Sales Success

Wait, What? How To Get Your Retail Employees To Listen

How And Why A Retail Salesperson Should Create A Personal Brand

What is a personal brand?

Are You Standing On Your Own Leash Halting Your Ability To Grow Your Retail Sales?

I was walking Hallie Mae, my Harrier hound the other morning when I felt a pull.

She was standing still and looking...

6 Cash Flow Tips For Retailers In August

August is a good month for retailers to pause and look ahead to the holidays and the cash flow you'll need to get...

Prevents Bacon Neck - How Smart Associates Use Fun Benefits To Drive Retail Sales

You’ve no doubt heard how you should sell the sizzle not the steak when it comes to benefits over features in a sale.

Marketing Won’t Help If You Don’t Know Who Your Retail Customer Is [Case Study]

Imagine shooting an arrow at a target with your eyes closed and a hurricane wind blowing. I doubt you would hit the...

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…

Retailers, What Good Is Big Data If You Don’t Use It To Boost Conversion Rates?

When I was working with a franchise startup, we were seeking a POS system that could grow with us. The winner had...

Can You Believe Retail Sales Training Lifted Sales 100%? No

Anyone telling you a retail sales training program will work 100% of the time is very likely a liar.

The Shocking Similarity of Rural and Big City Retailers

I was interviewed by Becky McCray for her blog "Small Biz Survival" I'm reposting here since many readers are Main...

6 Smart Ways to Spend $1000 (Or Less) To Attract More Retail Customers

When I was in fifth grade, my dad took me to the Schwinn bicycle shop in Toledo and told me I could have any bike I...

Retail Sales Training: How To Ask The Perfect Question To Smoke Out Hidden Objections

You’ve heard me say the worst thing you can say when trying to sell something at the end of a sale is Anything Else?...

How Retailers Can Keep Up With Retail Consumer Trends

Trends become opportunities. That’s what I heard when I was an invited guest at IBM’s massive Amplify conference in...

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...

How Retailers Can Using Analytics To Build HIgher Converting Websites

This is the second of a three-part blog wrapping up my time at IBM's Amplify conference last month with tips all...

How Retailers Can Build E-commerce Without Impacting Store Operations

This is the final part of a three-part blog wrap up of IBM's Amplify conference covering omnichannel retailing,...

How To Determine The ROI Of A Retail Sales Training Program

Most businesses see sales training  as a cost when it should be seen as an investment.

Small Businesses, Now Is The Time To Support LGBT Rights

My interest in writing this post on Father’s day is three-fold: to remind myself of the courage of my dad’s...

41 Things No One Told You About Starting A Retail Small Business

Owning your own small business is a goal of many. You can be one of the few small business owners who make the dream...

How To Improve Your Cash Flow By Balancing Your Merchandise

You know within an employee's first 30 days whether they can do the job, right?

The biggest drain on a retailers’...

Selling Techniques In Retail – 5 Reasons Why Your Employees Can’t Learn

Shortly after moving into my new home, I realized one tree in the yard needed trimming. There was an owner’s manual...

Retail Sales Training: 5 Tips To Train Employees How To Hustle Between Shoppers

I wanted to purchase a new pair of shoes so I tried Nordstrom. Three employees were each helping just one customer,...

5 Ways Brick and Mortar Retailers Should Prepare For Better Future 

First the bad news for retailers...

You know how I’ve included this quote from McKinsey in several of my previous...

Millennials, He Wrote: How Retailers Are Paying The Price For Ignoring Baby Boomer Customers

Yesterday, the New York Times ran the story, Bargain-Hunting Frenzy Threatens Traditional Department Stores. Macy’s,...

Public Speaking? Avoid These 5 Common Presentation Errors

This post is for all of you having to make a presentation to a group or do public speaking at your convention.

We’ve...

How the Chicago Cubs Show How To Fix Brick and Mortar Retail Sales

Update: The Cubs start the world series tonight. They had not won the National League pennant in 71 years until...

How Retail Store Of The Future Holds Keys For Retail Shopping Trends

Everyone is busy trying to understand and predict the future of shopping and of retail in particular.

Visual Merchandising: Are You Blocking Your Customer’s Path To Purchase?

Is there some book for visual merchandising out there titled, How To Make Your 6000 Square Foot Store Look Like It...

How To Calculate Return On Investment Of A Retail Sales Training Program

Most businesses see sales training as a cost when it should be seen as an investment.

How To Increase My Retail Sales: Realize It’s Not All About You

This past week I was interviewed for a CNBC story on how CareerCast says working retail is one of the worst jobs you...

Retail Customer Service: Beware Disgruntled Employees

I was consulting with a major retailer the other day. Premium. High quality. Known brand.

The retail executive...

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

Buying less is a concept that seemed out of style for consumers beginning with the go-go 80’s until about three...

Retail Consultant Tip: How To Create the Joy of Shopping

One of my favorite songs growing up was Roberta Flack and Donny Hathaway's Where Is the Love? The singer was waiting...

5 Ways How to Raise Your Retail Sales Associates' Conversion Rate

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

How To Effectively Master The Best Retail Sales Skills

Looking for the easy answer for how to develop the best sales skills?

How To Drive Retail Sales When Consumer Spending Is Stuck In Neutral

I was interviewed by AP this past week about how consumer spending is stuck in neutral at just 0.1 percent and how...

How Selling With Storytelling Will Increase Your Retail Sales

Stories help us quickly become engaged.  

In retail sales, that is especially important because people are loyal to...

The Secret To Better Selling in Retail Stores: Knowing To Notice Yourself

The selling problem for most retail salespeople isn’t the merchandise.

How To Use Live Video on Facebook Pages When Marketing Your Business

Live video has come to Facebook much like Periscope came to Twitter last year.  There are some big distinctions...

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...

Retail Signage: Examples of How Not To Talk To Your Customers [Pics]

When you are coming up with signage for your retail store, you must be careful you don't upset customers...

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

7 Critical Things Specialty Retailers Must Do to Survive in The Amazon Era

Before I share how specialty retailers can survive and thrive, a question...have you ever played Jenga?

How You Can Tell When A Retail Employee Is Going To Quit

Retailers often fear an employee quitting because it will come at the worst time: before a sale, during the busy...

What the Upcoming Elections Mean for Business and Your Retail Training

If you live in the United States, you are no doubt aware that there is a presidential election going on. (If you...

How To Avoid 5 Sins of a Startup Retail or Franchise Business

I had come to Charlotte to help a business owner considering expansion.

We drove around and she showed me a location...

Retail Sales Training: Grow Sales With Analogies

Retail sales training is all about finding new ways to connect to shoppers, new ways to say something so another...

What Customer Service Avoids and What It Should Offer

There’s a lack of respect in this country.

How To Train Retail Employees to Ask for the Sale

Always be closing is an overused phrase sales managers have used for years.

It sounds great and if everyone were ...

Retail Selling Tips - The 5 Lies Customers Tell You And How To Sell Around Them

Looking for how to get better at retail selling?

While customers often feel retail salespeople can’t be trusted,...

How To Get The Retail Sale Without The Hard Close

I can’t tell you how many people have asked me to give a whole seminar filled with tricks on how to close a sale.

I...

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.

Could Bad Retailing Be At The Heart Of Trump Sanders Voter Outrage?

Donald Trump and Bernie Sanders are tapping into a great discontent in the US right now.

Could It Be The End Of The Road For The Product Knowledge Retail Salesperson?

Years ago manufacturers of retail products had one path – especially for more complex sales of things like luxury...

How To Fix It When Your Luxury Spa Is Empty, But Your Retail Shelves Are Full

Many times, when it comes to exceeding customer expectations and failing miserably, we can't see the forest for the...

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, his face soured; he...

Retail Management Tips: 15 Ways to Increase Profit Margins

A few years ago, it seemed everyone was tacking on a gas surcharge for most any product.

Retail Sales Tip:It's Not About How Neatly Your Merchandise Is Stacked

I walked into a fully stocked and displayed upscale retailer. There were four of us in the store but it seemed void...

How To Use Personality Styles To Improve Conversion Rates Of Your Retail Salespeople

Retailers have tried everything it seems to get employees to sell more.

So many try to hire the natural born...

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?

5 Signs Your Retail Store Needs A Makeover

Have you seen those business makeover reality shows?

The shows that highlight businesses down on their luck and...

Retail Sales Shocker: Amazon Rumored To Open 100s of Stores

When it came to bookstores, the dirty little secret was that customers would come into the indie or chain bookstore,...

Amiable, Driver, Expressive, Analytical and Other Personality Style Myths Miss the Point

I have a confession to make...

I took the Myers-Briggs Type Indicator when I was in college thirty years ago but I...

Can You Make An Amiable Personality Style A Top Retail Salesperson?

Personality styles are so important when considering retail sales training. In fact, I have an entire course in my...

Retail Sales Training: Adjusting Your Driver Personality Style

Customer Service How To Avert A Driver Personality Style Blow Up

I was training a group of about twenty store retail store managers on personality styles.

I was highlighting the...

Sell the Sizzle: Retail Sales Tips for the Expressive Personality Style

Only an Expressive personality could wear a dress made entirely out of meat to present at an awards show.

Only an...

You Can’t Feel A Fact: The Analytical Sales Personality Style

While I was looking for a lawn spreader, I asked the salesclerk, “Why should I buy this one?”

He quickly answered,...

How To Grow Retail Sales And Keep Your Shoppers Blissfully Unaware of Time

I had just left Las Vegas after consulting with a luxury entertainment group who had pampered me.

How To Help Your Retail Employees Evolve So They Can Create Exceptional Customer Experiences

I was consulting with a new luxury client. I was going to be working on their salesfloor, so he told me I would have...

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...

10 Non-Negotiables Customers Expect When Visiting A Retail Store

In many ways, retail is a lot of moving parts and yet in others it is very simple: Treat customers as you would want...

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...

3 Ways To Maximize A Retail Clearance Sale Promotion

My retail sales tips often revolve around how to sell full priced merchandise; and for good reason.

Are Your Retail Sales Techniques Killing Conversion Rates By Making Customers Wary?

My client in Houston had ordered a town car to bring me to their office; a nice luxury perk. As he navigated the...

How To Regain And Keep Your Luxury Brand Legacy From Fading

The finest wools and cottons for the finest luxury apparel are farmed from centuries-old farms, carded and woven in...

Rebuild Your Retail Sales By Removing Emotionless Apathy

This a post about why customer service is so poor in everything from stores to airports.

Retail Sales Report From The Mall: Customer Service On Life Support

I was in Vegas the week before Christmas. It was a coldish night around the dinner hour. The mall was anything but...

How To Appeal to the Luxury Retail Customer

How can a retailer immediately tell potential luxury or premium customers that their retail store is a cut above? It...

On The Contrary - Brick and Mortar Retail Stores' Best Asset Is Alive And Well

This is a post about why brick and mortar retail stores still rule in a world of omnichannel. Reports of their...

9 Best Retail Sales Blogs 2015

Every year I release a list of my best, most popular blogs in the previous 365 days that I think occasional readers...

8 Tips To Grow Your Holiday Retail Sales The Week After Christmas

After Christmas sales can be the difference between profitable retail holiday sales and a bust.

Here are 8 tips to...

How To Avoid The Pitfalls of Change Management So Your Retail Sales Employees Don't Turn On You

A friend of mine had been working with a retailer to create more of an experience in their stores.

Over a series of...

Should You Be Tricking Customers To Grow Your Retail Sales?

 

 

I was waiting for the snow to clear, de-icing to commence and basically to get to Florida last fall when I...

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

Many years ago I was working with a coffee franchise and we were looking for ways to grow retail sales.

We knew we...

Stop Selling, Start Listening To Your Retail Customers. 5 Ways How

I walked into a men’s boutique the other week when a young woman lurched out from a four-way rack with a small flier...

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...

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

Retailers, it's the most wonderful time of the year. Or at least it should be...so why is there a debate on whether...

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...

Omnichannel Warning: Retail Is About Discovery,Not In Being Discovered

I recently purchased a canteen. It is detailed in leather and has intricate lacing.

Oh, I had no need for it. It...

Retail Holiday Selling Tip: Why You Must Limit Interstore Transfers

Shoppers are opening their wallets again this holiday with the National Retail Federation predicting close to a 4%...

How To Take Back Thanksgiving Even If You Have To Work Retail

The Thanksgiving holiday is being celebrated today with retailers opening early and people leaving their homes to...

Your First Holiday Season As A Retail Manager

When I was in college, I worked nights and weekends in a department store. I was there for the the guys shopping on...

10 Retail Sales Training Tips For the Holidays

The holidays are here and I'm convinced some of you are going to have banner retail sales. Why?

Because you have set...

How To Increase Retail Sales With Just One Upselling Question

It's gift season.

Everyone is rushed.

Looking for a shortcut.

The magic promotion.

All of this comes from wanting...

Four Seasons Hotel Provides Lessons For Higher Luxury Retail Sales

I was speaking at the Four Seasons hotel in downtown Houston.

After I checked in late Thursday night the front desk...

Logic Is Sinking Your Retail Sales. Here’s How To Counter It.

I was interviewed this past week, and the host went on and on about how wonderful he thought the Apple store...

Bed Bath and Beyond’s Marketing Problems Are Yours Too Retailers

Coupons so hot you can buy them on Ebay...

20% off coupons that don’t ever expire according to BuzzFeed.

A coupon...

Retail Sales Skills: Employees Have To Want To Connect

Looking for why it is important for employees to connect? Read on...

Retail Customer Service: Silence Is Deadly

I was on a mission, I wanted to shop but I refused to buy anything if the salespeople didn't say a word to me. I was...

How To Navigate The Complex Retail Sale And Increase Your Conversion Rate In Four Steps

Do you ask a wall of questions before ever getting a customer excited about the possibilities in what you sell?

If...

Stop Trying To Speedily Close The Sale. Slow Down When Selling Retail Or You’re Toast

Steve was a very good salesman.

He had enthusiasm; he had product knowledge, and he had a swagger to his...

How You Should Decorate Your Retail Store For The Holidays [Pics]

Retailers looking for answers on whether or how to decorate their stores can come up empty. This post answers the...

How To Sell Luxury Retail

Retail is separating into two camps: high priced luxury brands that give high-touch, personalized service and...

Retail Sales Training: Is Your Body Language Telling Customers To Go Away? 9 Ways To Improve Your Non-Verbal Skills

Looking for how non-verbal communication impacts sales? Your body language sends wordless cues long before you try...

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...

Are You Overlooking This Advanced Retail Selling Technique?

One of the most basic elements of any retail sales training program is covering product features and benefits. The...

Retail Sales Training To Sell More: Answer "So what?" Features With Benefits

 If I go outside and point up to the sky, what will passersby do?

Look up in the air.

When they do and they don’t...

Retail Training To Sell The More Expensive Item

The retail world is upside down. And I don’t mean because of Amazon…

Once upon a time merchants purchased the...

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....

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.

The One Reason Customers Aren’t Returning 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...

9 Common Mistakes That Can Doom Your Retail Business

Have you ever gone to visit one of your favorite retailers only to discover an empty store with a For Lease sign...

Do You Recognize These 6 Early Warning Signs Of Losing A Retail Sale?

A lot has been written on closing a sale, but what if you could see the warning signs you were going to crash and...

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 now you’re looking for a...

8 Ways To Have More Confidence Selling Retail

This post is for the retail salesperson who isn't making his/her goals, the manager who is struggling with employee...

How Online Retail Sales Training Works

Retailers, are you meeting your retail employees' training needs? Are you confident you know what they are?

You...

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...

How To Become Super Human In Retail Sales

Each year I attend a conference put on by Hubspot called InBound. It is for thought leaders, marketers, agencies,...

Visual Merchandising: 10 Insights How To Merchandise Your Store

Looking to learn how to create merchandising displays that draw your shopper's interest and sell more merchanise?...

9 Sure Signs Of A Rotten Retail Manager

This could also have been headlined, Why people quit your store.

When you give salespeople a terrible manager, one...

The Most Important Person You Forgot In Your Retail Sales Training

Have you ever gone to a store and purchased paint, only to discover when you get home that you have no brush?

That’s...

The 7 Essentials of Exceptional Retail Customer Service

Sometimes customer service should be something quick, cheap, and easy.

Consider a mother who might be on a...

How To Reach Retail Customers In Spite Of Their Cocoons

Let’s admit it, we are now a society of individual planets.

We’ve created our own worlds by letting in just what we...

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...

10 Commandments of Retail Sales

As one who writes exclusively about retail sales and  sales training in particular, I was curious when a potential...

7 Reasons Competitors Have More Retail Sales Than You

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

Heard it before...

11 Benefits of Mystery Shops For Retailers

Have you heard of the runaway success of the burger franchise Five Guys?

What's one of the big reasons Five Guys is...

3 Deadly Traits That Kill Your Efforts To Attract and Keep Customers

Some of the most popular questions people have for me after they join my newsletter are:

How do I get more customers...

Retail Sales Management Rewards: Buy Your Way Out of the Chores

Last night I saw the film, the Hobart Shakespeareans. It is a documentary about an extraordinary elementary school...

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....

KPIs: 6 Financial Results You Must Track in Retail

You won't find key performance indicators in most discussions among retailers. They just aren't sexy like marketing...

Why You Hate Firing An Employee, And How To Deal With It

My parents divorced when I was 11. For a long time I felt there was something I could have done to have prevented it.

Resolve Retail Customer Service Complaints in Four Easy Steps

It's never easy dealing with a retail customer service issue. Sometimes it may seem like they’re looking for...

11 Ways Your Retail Employees Convert Buyers Into Lookers And Sabotage Your Sales

We’ve heard the drumbeat for awhile now, traffic is down in brick and mortar retail stores. The browsing is now done...

5 Ways How Any Small Business or Retail Shop Can Maximize Cash Flow

Cash flow (maintaining a sufficient amount of available cash) for small retailers is one of the least sexy topics...

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

Christmas in July...or August. We’ve all heard the phrase.

It’s summer and a lot of retailers are thinking about...

How To Use Video To Engage Retail Customers

A lot is being written about how to engage retail customers in stores. That’s because there is a lot of interest in...

Retail Sales Training: Get Customers To Picture Regret

I was speaking at the Sturbridge Inn & Convention Center and I had to print something off a computer at their...

How Your Free Yahoo, Hotmail, AOL or Other Email Provider Is Hurting Your Small Business

Are you doing everything you can when you are marketing your small business?

If you still use Hotmail or other free...

Thank Yous In Retail: Add This One Word To Make Yours Meaningful

From the time I was in seventh grade until I graduated Glendale High, every summer I toured with my church's youth...

How The Best Training Solution For Your Retail Brand Might Be An Online Campus

For a small retail shop, it can be fairly easy to train employees because you see them every day.

For a multi-store...

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 this...

Customer Service: Are You Losing Business Juggling Too Many Customers?

Juggling customers is necessary for any retail store looking to provide customer service.

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...

7 Skills Retail Employees Must Have To Deliver Customer Service

Hiring is always tough for a retail store.

As the economy improves, every retailer should look at upgrading their...

7 Ways Facebook Can Attract Customers To Your Retail Business [pics]

Retailers, there is a good chance that many of your brick and mortar customers and prospective customers are online.

3 Ideas To Steal And Grow Your Retail Business Without Spending Money

Retailers are tripping all over each other trying to knock themselves off and create low-priced versions of...

The Retail Doctor’s 21 Savvy Business Flying And Travel Tips

Have a business flight for a conference or association meeting looming in your future?

Make sure you are ready for...

Retail Salespeople: For Higher Holiday Sales, Take This Self-Assessment

Not sure how you’ll make your sales goals in December retail salespeople?

Now is the perfect time for a quick...

Discriminating Retail Signage: Keep Them Out or Welcome Them In

The past two weeks, Americans have seen the shooting at another black church, the upholding of the Affordable Care...

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...

Customer Service Isn't Referring to Retail Customers As Guests

 

Customer service. We've all heard the need for it.

We've all tried to manage it.

We've all felt a lack of it.

And...

9 Secrets To Effectively Managing Retail Employees [Infographic]

A March 2015 survey by LoyaltyOne shows that approximately half of consumers reported experiencing a problem on...

[Pics] Steal These 9 Visual Merchandising and Store Ideas

I was recently on Michigan Avenue in Chicago where some of the most inventive and successful brands put their best...

How Using Technology To Greet A Customer Is Just Plain Creepy

A survey from RichRelevance found that digital capabilities that identify, track, and use location and demographics...

Showrooming: 13 Reasons Brick and Mortar Retail Stores Are Susceptible

Showrooming occurs when customers at a brick and mortar store, after having physically touched, smelled, lifted,...

How The Actions In Your Retail Store Can Change The World

I believe the lack of service, of compassion and interest in retail are symptoms of a larger problem in our world.

...

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...

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...

Customers Come To Buy. Don’t Let Them Walk Without Being Sold

Imagine cooking a recipe and then leaving the food in the pan without serving it.

That would have wasted your time…

...

5 Wrong-headed Things You've Probably Tried To Increase Your Retail Sales

Many retailers are looking for ways to get customers to purchase their products in their stores.

I passed a retail...

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...

4 Retail Sales Training Techniques to Reinvent the Customer Experience

Retail salespeople are the public face of the company, the front lines of customer relations, and they define the...

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...

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...

How Retailers Create Raving Fans Of Customer Service With Video

Video seals the deal to grow your market and word of mouth.

I saw a Facebook post from my buddy Tim Pratt about how...

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.

Retail Sales Strategy: How to Turn a Sale Around

Selling in a retail store means there are times you know a big sale is in trouble.

Donna Artz asked me on my Facebook

Retail Selling Tip: How To Engage A Customer

If you're looking to increase your sales, it will only come from mastering retail selling.

And that can be hard...

...

10 Retail Selling Tips

My retail sales training programs - either in-person or online - start from the idea everyone sells - whether they...

Retail Sales Strategy: How to Approach A Customer in a Good Way

"How to approach a customer?" I’m often asked in my role as a retail consultant .

Whether that question comes from a...

How to Conquer Your Selling Fears

I was talking to a pool builder about a client who had put in a new pool.

His client lived in a very expensive...

[Infographic] 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...

Retail Sales Tip: Selling Luxury Products Without A Discount

Looking for retail sales tips because you have a luxury product or premium service to sell?

I’m not talking a good...

Retailers, Coupons Can't Mask The Lack Of A Great Experience

An upscale restaurant chain CEO called and asked me to speak to their franchisees about discounting. He felt it was...

How To Reduce Retail Employee Turnover

For CEOs and hiring managers, retail employee turnover can quickly turn into a black hole that devours profits.

How To Attract More Customers To Your Retail Store In 8 Easy Steps

Businesses across the country are struggling.

Retailers are asking me what to do and what I tell them is that the...

Attracting Customers To Experience The Store Is Only Half Of Retail Success

I used to be the Chief Marketing Officer of a coffee franchise.  

My office provided all kinds of marketing support...

Marketing: Creating Buzz for your Small Business [Case Study]

A lot has been written about all the ways you can get buzz for your business – from putting discounts on your...

Best Retail Consultant Case Studies Worth Reading

Here are several business makeover case studies from some of the smallest retailers to some of the largest who've...

8 Benefits of Online Retail Sales Training

I used to think online retail sales training would be impossible to deliver in a new way. But I was wrong.

Commission Retail Sales: What To Do When Someone Steals Your Sale

A reader asks, “My fellow salesperson scarfs up my customers between the time I initially properly greet and pass by...

7 Eye-Openers For How To Hire Great Retail Employees

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

9 Elements To Make Your Store Event A Success That Builds Retail Sales

Macy's held their annual flower show at their flagship store in NYC this past April. It has to be one of the last...

How Stores Can Use Their Fitting Rooms To Fight Online Retailers

When I was in high school, Tommy Smith showed up bald one day.

He had shaved off all of his hair and not just on his...

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...

Customer Service: How To Win Back Lost Customers

It’s great to have raving fans and it’s great to concentrate on attracting new customers to offset lost customers,...

7 Critical Things Your Retail Employees Won’t Tell You

One of my earliest retail consulting clients was a coffee house.

One day I noticed the tip jar had $5 and $10 bills...

How Bad Retail Customer Service In One Location Tanks Sales In All

Like a lot of people, I love Chipotle.

Creating The Right Retail Environment For Luxury Sales

Selling luxury products without a discount goes hand in hand with designing a retail space to accommodate the...

Retail Businesses To Indiana: You Can’t Discriminate

Alabama has run from a divisive law after Wal-Mart stepped into the conversation by saying the law, "threatens to...

How To Choose The Right Retail Sales Training For Your Store

Congratulations for reading this – it means you don’t have to be convinced that training your retail crew how to...

Retailers: It’s Time To Raise Your Prices – Though Everyone Will Tell You Not To

Recently I read a quote from an analyst for Edward Jones who said, “I think we’ve reached the wall in terms of...

How To Use The Right Questions To Sell More Effectively

How do I make my shop busier?

I get a lot of variations of this question from retailers...

Like everything is...

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....

What Is Exceptional Customer Service?

What is exceptional customer service?

It is making that one person in front of you feel, for those moments you are...

How To Motivate A Retail Employee

 I was doing a keynote speech when a retailer asked, “How can I motivate an employee?”

I replied, “The short answer...

8 Tips How to Hold a Profitable Employee Meeting

One of the best things you can do for your retail business -especially if you are a luxury retailer - is to have a...

Considering Retail Sales Training Courses? Here Are The Essentials

I had a shocking call with the North American CEO of a luxury brand a few weeks ago. 

They had a bad fourth quarter...

Retail Sales Training Tip: How To Sell To Difficult Customers

 

If you've been in retail sales at all, you’ve had an experience selling to a difficult customer.

It's like...

Are Your Employees Confused About The Role They Play In Your Retail Store?

I recently purchased a new sport coat from Nordstrom in Chicago.  

It was like a scene in a movie…

I told Wade, the...

7 Incredibly Easy Ways How To Attract Customers

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

But when...

Retail Jobs:10 Things You Need To Know To Get And Keep

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

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...

Retail Sales Training: The Difference Between I can and I won't

I was on the sales floor, conducting a Retail Selling Boot Camp for a client when I came to a roadblock. I was...

Is Virtual Online Retail Sales Training For You?

When you started your retail business, you probably did everything. You answered the phone, took orders, greeted...

Is A Cheap Attitude Crippling Your Retail Sales?

To improve your retail sales, you need to drop that oft-heard argument made by yourself, your friends and your...

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

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

Why Customer Service Training Is Like Flossing Your Teeth

Customer service training and dental hygiene, what’s the connection?

I’ll get to that retailers…but first…

Do you...

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...

Customer Service Is About Listening To Customers, Not Throwing Money At Them

It’s a long slog from Albany to Vegas, even with upgraded flights.

Millennials: Here’s What It Will Take For Them To Succeed In Retail

In the Wall Street Journal article, What’s Wrong With the Teenage Mind? Alison Gopnik takes an in-depth look at two...

Out of Business Luxury Chocolate Shop Gives Retail Sales Success Tactics

It was December of ’98 I was shopping in South Coast Plaza, singularly the highest grossing per square foot shopping...

After A Blizzard: 9 Tips For How Retailers Can Get Back To Business

Any time weather affects a retail business, it is hard to deal with but snow is especially bad.

Deliveries are...

Best Cross Selling Sales Tips for Retailers

Cross selling is the art of suggesting additional, complementary items to someone who has already decided on a...

3 Deadliest Words In Retail Sales Training

The three deadliest words in retail sales training are, "I get it."

They are a form of short-hand that discounts the...

Retail Sales Training: Clerking Merchandise Is Not Selling

Times are tough. Hard to find good help. Got it.

But wouldn't you think, if you were a retailer and wanted to make...

Retail Success Within Reach: Why CEOs Must Embrace Sales Training

If you’re the CEO of a retail chain, the sales environment looks pretty scary right now.

Hardly a week goes by...

3 UpSelling Tips for Retailers

Upselling is about challenging customer preconceptions and getting them to see the value behind every product you...

Why Your Customers Stop Talking To Your Retail Employees: Robot Dance

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

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...

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...

If Retail Sucks, Why Do You Work Here?

Yesterday I received this comment on my blog that was totally unrelated to that blog.

Retail Customer Service: Greeting Your Customers

I walked into a Walgreen’s today in Minneapolis.

A pleasant young woman from behind the counter looked over at me...

6 Ways How Retailers Can Increase Their Conversion Rate [VID]

While many retailers ask how to attract more customers, the better question is how to increase my retail conversion...

How To Learn From Competitors Email Marketing To Grow Retail Sales

Want to do a better job of marketing to your own customers? Then subscribe to all your competitors' email...

Marketing Your Downtown Main Street - Frederick, MD

I was invited by the Downtown Frederick Partnership to address their local merchants and work one-on-one with eight...

9 Tips To Grow Your Seasonal Retail Business

One thing that many retail sales training programs don't cover is the seasonal business.

I know because recently...

Should I Just Close My Retail Store and Be Done With It?

January and February are the cruelest months for retailers. It’s when the balance sheets reveal holiday demand was ...

Dress Code For Retail Employees - Still Appropriate?

We all judge people base on the way their code of dress.

If a guy walked into your shop and saw you dressed in white...

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

Merchandise on the salesfloor can look pretty but it is your money sitting there.

While you can do an inventory of...

Luxury Retail Sales Training: Can't Close The Big Sales Because You Feel Like A Fraud?

Are you looking to increase your luxury retail sales?  While retail sales training can help, do you feel like a...

February Cash Flow Tips For Indie Retailers Looking To Hold Onto Their Money

Looking for how to save money and improve cash flow in your retail store? It is important to follow some very...

How To Get Higher Retail Sales: Suggestive Selling

This post is for any retailer looking for how to train your team on suggestive selling techniques.  When you’re...

Best Retail Consultant Success: Changing A Toy Store Retail Sales Culture [Case Study]

As a retail consultant, clients come to me to help them make more sales, attract more customers and become more...

Revealed: The 4 Crucial Keys To Suggestively Selling An Add-On

The final stage of a sale is used to suggestively sell an add-on to the main purchase.  

After the customer has made...

Best Suggestive Selling Tips and Techniques for Luxury Retail Stores

You want fries with that? is probably the most derided add-on question ever asked.

And at that time, the most...

5 Steps to Closing a Retail Sale Quickly

Back in the 80’s when I was creating my own retail sales training techniques, I heard a sales trainer say that as...

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...

How To Build The Best Retail Loyalty Program

You have a customer who prefers your brands, your service and your retail store.

How do you reward that loyal...

Retailers: Looking To Add Locations? 5 Lessons From Target Closings

When I was Chief Marketing Officer for the 135 It’s A Grind Coffeehouses, we opened franchise locations 3000 miles...

Visual Merchandising: How To Create Retail Counter Displays That Work

I was at a candy store at Chicago’s O’Hare Airport  last year that had as many products on the counter around the...

3 Retail Customer Service Tips To Grow Sales

Attracting visitors to your store through occasional promotions, events, and a killer website is a great start, but...

Balancing Retail Inventory: Making Friends With Clearance

Clearance. A fresh start that makes way for new inventory in your store.

A way to declutter your store so only the...

A Common Retail Sales Mistake When Selling To The Luxury Customer

There are many luxury retail salespeople who have folded and settled for lower conversion rates. It is frequently...

Wet Seal Employees Thrown Into The Drink.What Does That Say To Retail?

Thirty-five years ago I got the order from the boss to go down to the store in Tustin and move everything up to the...

How To Build Retail Customer Loyalty

Lower foot falls, lower conversions, and lower margins are haunting many retailers from the biggest box to the...

7 Retail Industry Trends For 2015

Each year presents retailers with new opportunities, old challenges, and outside forces that will affect their...

How To Justify The Expense Of Retail Sales Training For Your Staff And Why

A lot of brick and mortar retailers pay a lot of money for pay-per-click ads or other online marketing. They'll...

Retail Sales Mindset: How You Can Be Walking Away A Winner

It started at a managers' retail sales meeting with my answer, “Our employees.”

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...

Best Retail Blog Posts of 2014

Before we close the book on 2014, here are some of the most popular retail blog posts from me for you in case you...

Retailers: How To Manage Your December Cash Flow

When it comes to cash flow at the end of a year for most retailers, it is very easy to be overwhelmed.

December has...

Retail Sales Tip: How To Keep Out of Stock From Meaning No Sale

When you're out of stock, you'll need to challenge both your employees and your customers if you want to make a...

How to Increase Retail Sales – Three Tips

In some ways, brick and mortar retailers have a finite client base. After all, there are only so many people who can...

I Said, Some People Are Born Gay, Lost A Reader and I'm Fine With It

I lost a reader today because I included the following sentence…

…”It implies being a good salesperson is something...

Rewarding Customer Loyalty Without Sacrificing Retail Profits

Luxury shoppers like special, in-person treatment during their shopping experiences.

That’s why they prefer brick...

Your Greeting: How To Be Interesting In Retail Sales

What is the point of the first words of your greeting to a customer?

  • A. So customers know you work there and are...

Five Retail Sales Training Tips From Selling Shoes

My retail sales training began at the feet of others.

Just like Kevin Spacey, who worked in the San Fernando valley...

National Retail Federation - Why Didn’t You Wait For The Facts?

Franchise Opportunities: You Still Have To Drive It

I was the CMO for the second-fastest growing company two years running in Los Angeles County.

It was a franchise I...

Selling In A Retail Store: Can You Be A Natural Born Salesperson?

He’s a natural born salesman.

When I hear that phrase, it is often being used as a dig. 

It implies being a good...

How To Deal With A Bad Salesperson In Your Retail Store

Do you have a bad salesperson on your retail sales floor?

You know, the one who screams, "That was my sale!"

The one...

7 Tips For Higher Retail Holiday Sales Using Email and Social Media

The four weeks prior to Christmas are when all hands are on deck in a retail store.

Results from all of your buying...

Retail Employees: 7 Things You Must Do To Develop and Train

Your success as a retailer depends on how well you use retail sales training to develop your retail employees.

Retail Sales Training for the Moments of Truth in Retail

The moment of truth arrives in a retail store as a customer asks a question but just before they get an answer, the...

How To Make Sure Your Holiday Retail Sales Are Up

I purchased a turkey mask the other day.

A silly gag item I discovered while browsing at Nordstrom in Las Vegas....

Greeting Your Customer: Tagging Leads to Higher Retail Sales

Shoppers are time-pressing and running in and out of your store not necessarily knowing what they want.

The average...

3 Cash Flow Tips For Retailers In November

Selling a great product while providing exceptional customer service, makes up the nuts and bolts of building an...

What to Do When Your Retail Employee Quits

We’ve all been there...

You just got into the office, put your keys down and an employee drops the bomb, I quit.

It...

Retail Sales Training: The 5 Words That Kill Your Sale

"Hi, How are you today?"

You've heard it thousands of times shopping in the mall.

You've probably heard your...

Retail Consultant Tip: Merchandise Doesn't Get Better With Age

When I was just out of college I had a couple roommates. We shared buying the groceries, each taking a turn at...

Avoid These 4 Small Business Saturday Shop Small Retail Mistakes

American Express Small Business Saturday is November 29, 2014.

While the day prior - Black Friday - is big chains’...

Excellent Customer Service Starts With A Positive Attitude

I'd been with my dad at the Carolinas Medical Center in Charlotte for past several days.

The first day I walked in,...

Here's Why You Should Forget Adding An Online Retail Store

I hear a lot of independent bricks and mortar stores saying they need to build an online store.

The expectations is...

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

The US Thanksgiving holiday will be celebrated this year with retailers opening on Thanksgiving and people leaving...

Visual Merchandising Fixtures: The Future Is Round

Before I tell you about visual merchandisng your store, a question...

How many times did you hear your mom tell you...

Retail Sales Training: Pepper Your Presentation to Remove Salt of Insecurity

Ever been at a great dinner and used the salt instead of the pepper? The whole entree is ruined. This blog is about...

Retail Sales Training: Employee Assumptions Kill Sales

I was lying in a bright yellow inner tube floating in the “La-Z-River” at the JW Marriott resort Tuesday afternoon...

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

You’ve searched online trying to find some answers to increase your retail sales. You’ve been trying to attract more...

Retailers: How To Handle A Customer Complaint in 6 Steps

Have you ever tried to make a customer complaintbut been unable to?

That happened to me when I was recently...

One Shocking Benefit of Putting Kids To Work In Retail

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

Is It Time To Start Charging Retail Customers For Browsing And Showrooming?

I’ve worked in retail for most of my life.

That includes my first job as a janitor, then a regional manager all the...

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...

3 Hurdles To Using Mobile Marketing For Your Luxury Retail Stores

I was about to pay for my purchases at CVS when the cashier asked me, “Do you want to update your account with your...

The Key To Selling Extended Warranties In Retail Stores

Google “How to sell protection plans” and you’ll get lots of results – none of them good…

•  Employees at Office...

Get Retail Customers To Buy: Boost Conversion Rates With Spark Events

While customer numbers are down in many stores, retail is not a number of visits game.

Talk to any C-level executive...

How Apple Will Affect Your Retail Sales

 

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...

Retail Marketing: Use This 1 Tip To Leverage Back To School Time

Back-to-school time is here.

If you're like most retailers, you might think it is time to market 25¢ pencil sets and...

Merchandising: How To Attract Retail Customers Without Discounting

Retailers are trying to keep up with the price-cutting frenzy of competitors, extreme-couponers and daily deal sites.

Never Make Assumptions About Your Retail Customers Again

It was during a huge clearance sale shortly before the holidays. The rack sign read 3 shirts for $20. A woman held...

Retail Marketing Tip: Care About The Customer Pass-Off

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

Independent Retailers: Don't Make These 5 Email Mistakes Like I Did

I have a confession to make…

I don’t know it all.

I know, I know, for a Driver personality like me, that’s a big...

Figuring the Lifetime Value of Your Retail Customers

When I worked in the coffeehouse business, we were trying to come up with a way to show franchisees and their...

Should You Start A New Business Or Retail Store Now?

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

7 Cringe-Inducing Behaviors That Push Retail Customers Away

There’s a boom of shiny objects out there for retailers to play with, from iBeacons that will deliver coupons to...

Increase Retail Sales with Laughter

 

 

 

 

 

 

 

Trying to increase retail sales in a quiet retail store is impossible...

I can tell a great retail...

Small Business Management: How Radical Changes Worked

While writing my book, the Retail Doctor's Guide to Growing Your Business (Wiley,) I had lunch with Roger Leithead...

What Can This Small Business #Fail Teach Retailers?

When I was looking to move away from the crowded, noisy, dusty freeways of Los Angeles, I checked out the green...

Why I Had To Trash My Website Design – And You Should Too

Websites have progressed to become the most important marketing tool for any retailer, small or large.  

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...

Best Retail Sales Training Tips

I write and speak alot about retail sales training because it is the only way, in this age of discounts, to grow...

5 Warning Signs For Retailers from Dick’s Sporting Goods’ PGA Firings

Back in 2009, I sat next to a golf sales representative while flying to Chicago. He told me the golf industry was...

Retail Marketing: Ask For Endorsements

Retailers often ask me for the magic bullet; that one thing that will make them a lot of money.

In a word, it is...

How Can Retailers Stop Creating Angry Employees?

Retail traffic is slowing.

7 Retail Customer Trends To Beware Of For The Holidays

Holidays for retailers means more chances to engage shoppers and more chances to lose shoppers. Fueled by technology...

How To Create A Commission Structure For Retail Salespeople

I believe in commissioning retail salespeople.

Whether that means employees get an hourly rate and a percentage of...

Can You Pay A Living Wage To Your Retail Employees?

Recently, Gap raised their minimum wage for their retail employees to $9 an hour for all of their brands; next June,...

Retailers: The Most Conspicuous Thing You’re Not Doing

Retailers keep surprising me.

The music is pumped-up in their stores to try to fill the quiet, sterile environment...

Retail Sales Training: How To Help New Employees Succeed

Helping new employees succeed in your retail store is best accomplished with retail sales training that offers...

Startup Small Business: 27 Things You Need To Know Before You Open

Starting a new business can be one of the most rewarding experiences of a lifetime. It can also be the most...

[Example] How To Market Your Independent Retail Business

Wondering how to market your retail business without discounts?

When retailers decide to get away from couponing, a...

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...

7 Tips To Create Compelling Signage For Your Retail Store

You’ve probably seen me rail about poor signage choices on TV, or you’ve read my Facebook posts with pictures of bad...

Retail Management Training: Should You Recruit Gay Men As Employees?

It was at the the end of a day-long retail sales training program I was conducting with a group when one of the...

Online Reputation: How to Monitor and Respond to Customer Reviews

Online reviews mean your small business reputation is now exposed in a variety of places across social media.

While...

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...

For Retailers on the Edge of Adding Commission as Incentive

Ron Johnson, formerly with JC Penney, ending retail sales commissions for his staff in fine jewelry, shoes, window...

Get A Small Business Line Of Credit Before You Need It

I’ve had a small business bank account with Bank of America for over twenty years. When I had setup the account,...

Greeting A Customer: Should A Smile Be Required?

How your employees should be greeting a customer is a frequent topic among retailers.

Recently, RetailWire discussed

Retail Advice: 7 Reasons Independent Retailers Go Broke

When I was first starting my retail consultancy business back in the 90's, independent retailers dreaded the arrival...

Millennial Generation Retail Employees: 5 Tips To Avoid Them Quitting

The truth is, Millennial generation employees leave managers, not companies. If you are wondering why you can’t keep...

6 Reasons Your Advertising Isn’t Attracting Customers

Advertising is your face to the world. It is how you tell others who may never have heard of you about your brand.

...