How Do You Keep a Shopper Engaged as a Retailer? | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

How do you keep a shopper engaged? That's the question I get more often than not. The easy answer is you get them to be engaged by asking questions to qualify and explain. The other part of that is you get them to hold something you are showing. Instead of you holding it or just pointing to it on the shelf, you hand it to them, and point out something for them to look at or turnover or something like that. The main way to keep them engaged is to listen, so ask questions today of your customers and listen and ask them to clarify and explain.

That way, when you ask those questions and you get them to touch your merchandise, they start feeling like they already own it. That's the best way to close the sale.

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