Retail Sales Training: Part 2: Find Something In Common

In my retail selling system, the second stage is where you build trust, long before the customer commits to the product. The more we have in common with someone, the easier it is to develop a selling relationship. It's what I call Windows of Contact.
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Bob Phibbs is the Retail Doctor. He works with retailers of all sizes, helping them build a store customers love and moves merchandise. As a speaker, trainer, and author, Bob shares his unique selling system that drastically increases the key performance indicators for his customers who have brick and mortar stores.
If you've been successful as a retailer at some level, and you're ready to sell more full-price merchandise, train your crew to sell without selling, and enjoy profits you’ve only dreamed of, Bob’s your guy.
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[@sherisefierce]

@BobPhibbs thanks for the tips Bob ! & yes I am a bit of a talker :$ so I will try listening more & I will definitely try to get them to the dressing room more often ! :Thanks again :)

[@kirstycampbell6377]

This is a fair comment, okay, I will give it a try! :)

[@chrlpolk]

Something I've learned is that everyone has a role expectation. Your customers don't want you to be "one of them". They want their friends to be one of them, they want you to be professional! When you walk into a store, how would you like to be greeted? I typically give a friendly, "Good morning, how are you? (let them respond) Let me know if there's anything I can help you with today." After they've settled in a bit, I ask, "Are you finding everything you need?"

[@sherisefierce]

I've been watching all these videos ! I really need help. I just started my job at a high-end retail store & I'm finding it hell to sell someone a pair of jeans that cost 170$ .. Imagine trying to add something on !

[@chrlpolk]

This is a great series. Where can I order this collection of DVD's? I've found the book on your website and on Amazon, but not the DVD's.

[@kirstycampbell6377]

Hey can you help me? I understand what you mean by avoiding cliches etc, but I don't feel that "good morning or good afternoon" would go down well in my environment, as it is a clothes store targetting trendy teenagers, but I don't want to be like "What's up!" Either! ahh

[@decafcoffee73]

Great videos! Just a question here: I am a shoe salesman at a retail store. I get paid straight hourly pay and also commission if I am able to have someone order shoes through our warehouse. More or less mail order. Rather than have someone come up to me and hope to make a sale. I go up to them and say something like "Hey Ladies just to let you know we have a great sale. 25% off both pair of shoes when you buy 2. Free shipping and they are delivered to your door in 4 days." Anything wrong?

[@sherisefierce]

@BobPhibbs any suggestions ? I get so frustrated when I'm with a customer soo long & they don't buy anything . Then I see all the other sales associates racking up their sales & I feel down . I know I'm new but there are many other newbies so at the end if the season they'll be letting some go . I don't want to be one of those . Help?