Don’t Rush the Sale, Lingering Is Where the Money Is | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

So many retailers these days are saying, "Oh, we just want to get our customers in and out." That's often because that's the way the employee or the owner wants to shop. I just want to get my stuff and get out. So, when somebody asked me the other day, "Is it better to get a customer in and out of the store?" I said, "No, not really. Because lingering is where the money is." So, when you're going through and you're waiting on somebody, instead of rushing to the counter to put the items up there, stay on the same side as the shopper and put the items up on the counter. Say, "Let me just put these up here while we continue to look around." "Oh, I'm done." It's like, "Oh, well, there's something else over here." And you continue to have a dialogue to get that add on. But once you go behind the counter, you pretty much said, "We're done with you." I want the customer to be begging. Please, ring me up. So today, don't rush to the counter but put the items on it from the front.

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