Shoulder-to-Shoulder = Better Sales | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

You know, brick-and-mortar retailing is all about face time, right? So I want you today to think of taking a piece of paper and holding it between you and a buddy, face to face. Now act like that is something you're describing to the other person. Now I want you to move where you're more shoulder to shoulder and hold that piece of paper out in between you, it could be a piece of merchandise as well, out in front of you. Now, how does it feel? Which one feels more normal and which one feels more salesy? Well, I think the one that feels more salesy is when you are face to face. Because when you're shoulder to shoulder, we relax, it's like a buddy helping you figure it out. So today, I want you to look at your body position because selling from the side puts shoppers at ease, and people at ease by more.

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