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The Retail Doctor's Blog


Attract, Close & Delight Your Customers

How Your Merchandising Can Influence Customers To Increase Retail Sales

Bob Phibbs

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

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Topics: Retail Sales, Merchandising, visual merchandising, suggestive selling

How To Get Higher Retail Sales: Suggestive Selling

Bob Phibbs

This post is for any retailer looking for how to train your team on suggestive selling techniques.  When you’re trying to build your retail sales - and who isn’t - there are really only three ways to do it:

  1. Get more visitors through the door and make a sale to them.

  2. Get those who have shopped with you to come in more often.

  3. Get those customers who come through your doors to buy more when they do come in.

Selling is easy when the customer already knows what they want or need. If they just want a pair of shoes or a new 4K television, it’s easy to just ring up their purchase and let them walk out the door.

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Topics: Retail Sales Training, suggestive selling, suggestive selling retail

Best Suggestive Selling Tips and Techniques for Luxury Retail Stores

Bob Phibbs

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

And at that time, the most valuable.

Just by training their employees to ask everyone the same question, McDonalds increased their sales dramatically.

Authors Jeffrey Stamp and Doug Hall  revealedin their book, Meaningful Marketing, that  “volume per purchase is 3.4 times more important than frequency of purchase in explaining the total amount that a customer purchases each year.”

In other words, get more from the customers you have before you try to get them to come back more often or try to get new ones.

Using suggestive selling is a great way to increase you per-ticket sales and generate more revenue for your retail store.

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Topics: Luxury Retail, suggestive selling, suggestive selling retail

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