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The Retail Doctor's Blog


Attract, Close & Delight Your Customers

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

Bob Phibbs

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

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Topics: Retail Sales, Retail Sales Training, closing a sale

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

Bob Phibbs

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

Marketing is a lot like that because until you zero in on the bullseye of who your customer is, you will miss your target audience.

You have to have a very clear idea of who your customer is and who she or he isn’t.

Everybody is not a target group.

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Topics: Marketing, Retail Consultant, case study

Retail Training: How To Effectively Develop The Best Sales Skills

Bob Phibbs

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

Knowing isn’t the problem…

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Topics: Retail Sales, Customer Service, Retail Sales Training

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

Bob Phibbs

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

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Topics: Merchandising, Retail Sales Training, conversion rate, IBM, Shoppertrak, big data

Can You Believe Retail Sales Training Lifted Sales 100%?

Bob Phibbs

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

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Topics: Retail Sales Training, online retail training, ROI

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

Bob Phibbs

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?  That’s because you are closing the door on the customer’s interest.

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Topics: Retail Sales, Retail Sales Training, handling objections

How Retailers Can Keep Up With Retail Consumer Trends

Bob Phibbs

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

This is the first of a three-part blog with tips all retailers can use to build their marketing and omnichannel sales. 

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Topics: Retail Sales, Marketing, email marketing tips, retail trends, IBM

How Retailers Can Using Analytics To Build HIgher Converting Websites

Bob Phibbs

This is the second of a three-part blog wrapping up my time at IBM's Amplify conference last month with tips all retailers can use to build their marketing and omnichannel sales. 

E-Commerce
In 1937, Sylvan Goldman, owner of the Humpty Dumpty supermarket chain in Oklahoma invented the shopping cart. It took 7 years to get his shoppers to use them.

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Topics: Marketing, webdesign, omnichannel, IBM

How Retailers Can Build E-commerce Without Impacting Store Operations

Bob Phibbs

This is the final part of a three-part blog wrap up of IBM's Amplify conference covering omnichannel retailing, predictive logic on websites and improving customer service throughout retail. 

Analytics

Think of most bad guys in a science fiction movie. Think Percy Jackson, Storm, even Queen Elsa. Many have sought to control the weather because the person who controls the weather is seen as the most able to control the world.

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Topics: Retail Sales, Marketing, omnichannel, IBM, store operations

How To Determine The ROI Of A Retail Sales Training Program

Bob Phibbs

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

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Topics: Online retal sales training, Retail Sales Training

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