retail sales training tips


How To Save A Sale By Dealing With Stump The Chump

Good day Colleague,

Stump the Chump usually refers to someone in the audience trying to try to trip up a speaker with aggressive and sometimes downright nasty-sounding questions.

While it’s never easy to deal with that as a speaker because the dynamic can quickly turn into kill the leader where you lose the audience completely, I want to share with you two places Stump the Chump can occur in your store.

The first is when a customer comes in armed with data about one specific model. We’re talking appliances, housewares, sports equipment, jewelry and the like.

But the salesperson can also initiate Stump the Chump. We’ve all been in the presence of the know-it-all who has to make sure you know he or she knows more than you.

They may point out features very fast or regale the unwitting shopper with personal stories about how they solved another customer’s problem. The danger again is, shoppers do not want to feel stupid. They want to feel smart.

How do you deal with both types? Check out my brand new post by clicking 
the title below to read it. 

How To Save A Sale By Dealing With Stump The Chump



Did you see the 30 second video we made about Evelyn's burned book? Click the picture below:

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Meet Jennifer

Jenn Quaglio, from New York is the new Executive Administrator. When she’s not overseeing all back-end administrative tasks, Jenn can be found working on film sets as an actress, writer and producer or writing up a new script.

“Working with Bob has opened my eyes to a lot of interesting things in the retail world. Specifically, what goes on behind the scenes in the world of retail. It’s shown me it’s no easy feat to be a business owner in this day and age.”

Fun Facts:
Has visited 20 states in the U.S.
Loves classic music from the 50s.
Has filmed on a fake plane for three months, but has never been on a real plane.

Jennifer with Retail Doc
Meet Mary-Grace

Mary-Grace Bayer is taking on the role of SalesRX Customer Experience Coordinator. She hails from down South in Houston, Texas and comes to us with a background in event planning, museum exhibition design, and teaching. In her free time, Mary-Grace enjoys cooking vegetarian meals, training for long-distance races, singing in choral groups, and doing volunteer work in schools with her whippet, Scholar, who is a trained therapy dog.

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Season Two Of The Podcast Has Begun!

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Podcast Episode 201: NRF 2019 | 3 Takeaways from Retail's Big Show

Season 2 kicks off from the NRF's Big Show in New York as Bob Phibbs speaks with Mark Bunny from Ingenico about how to deal with a diner's pet peeve about waiting for a check, Joel Reed CEO, IAM Robots and why there is such a need for robots and Bob talks data with My Store-E Co-Founder Idan Sergi about his new app that combines online and offline data for more effective merchandising and selling . Just click here to listen to it.

Please share this newsletter with your team at your store, and share with your social networks as you see fit. don't have the luxury of a negative thought or an untrained crew.


Bob Phibbs
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PS - Don't forget to join me Thursday mornings 9AM PST / Noon EST on Facebook for my LIVE answers to your questions. 


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