Posts by Bob Phibbs, the Retail Doctor
How Do I Sell Expensive Merchandise?
You sell expensive merchandise by fixing what your crew believes about it, not by waiting for a markdown. Here's a quest...
How Do I Sell Value Over Price?
You sell value over price by training employees to talk about what a product does over its life, not what its tag says t...
What Do I Say When a Customer Says "It's Too Expensive"?
When a customer says "it's too expensive," don't defend the price. Give them reasons the item is worth it. If you can't ...
Why Retail Sales Training Fails (And What Fixes It)
Retail sales training fails when the store's culture contradicts what it taught. Associates don't do what they learned i...
Transform Your Store with SalesRX Sales Training: 83% See Double-Digit Growth