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The Retail Doctor's Blog


Attract, Close & Delight Your Customers

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

Bob Phibbs

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 how to get more out of your store, a movie analogy is a good way to understand the sales process.

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Topics: how to sell, relationship selling, relational sale

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

Bob Phibbs

A lot has been written about the gamification of employee training.  The idea is the short-wins you get from a game keep you hooked on moving through the process.

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Topics: Retail Sales, Online retal sales training, how to sell

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

Bob Phibbs

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

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Topics: Retail Sales Training, Millennial, Baby Boomer, how to sell, how to attract customers, frugality

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

Bob Phibbs

 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 see anything, they will feel stupid.

The same happens in retail sales when you are stuck selling features - the facts about a product- and just vomit fact after fact.

It happens when you are selling premium coffees and you say, “it’s fresh roasted.” Or you're selling a luxury watch and say it has a "ceramic bezel."

Those are just features...

Features are the facts of a product but benefits are the reasons that an individual customer should buy.

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Topics: Retail Sales Training, how to sell

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

Bob Phibbs

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

How do I get more customers in my store?

How do I increase my sales? 

How can I sell more?

I get it.  Traffic to stores and malls are down, and while you might be tempted to haul out that old losers limp They’re all buying online, don’t.

The fact is 85% of the shopping that is to be done for the foreseeable future according to McKinsey will be in brick and mortar stores. 

According to TimeTrade, as much as mobile shopping is hyped, the reality is mobile purchasing is slow to grow; only 13% of respondents have previously made a purchase using a mobile device. 

So if the endless aisles of online aren’t the culprit to lower store sales, what is?

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Topics: Retail Sales, Customer Service, selling, how to sell

Retail Sales Training: How To Sell More In Your Store

Bob Phibbs

"How can I sell more to customers?" is a frequent question from retailers of all sizes.

And it's the smart question.

That's because many companies are trying all kinds of marketing to get their name out there. The trouble is, what happens when all that hard work brings the customer through your doors and they don't open their wallets?

Or worse, they open their smartphones and buy from a competitor. While inside your shop.

The question "How to Sell More" is best answered by a 4 step approach:

1. Understand the major differences that drive millenials, boomers, and gen-xers
2. Learn what each generation needs before they will buy (and no, it's not checking Amazon).
3. Deliver excellent customer service
4. Listen, acknowledge, solve, and think to get to the hear of their complaint and give them a solution.

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Topics: Retail Sales, Retail Sales Training, how to sell

How To Sell Luxury Brands, Retail Products, Services

Bob Phibbs

Has demand dried up for luxury brands? 
 

If you are selling to the luxury crowd, do you find yourself offering discounts to close the sale or to get customers in?

Can your retail salespeople only sell with a calculator to figure the discount?

Then you might as well be gone.

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Topics: Retail Sales, Luxury Retail, how to sell

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