Make a Friend Before You Try Making a Sale | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

When you're trying to sell more in your brick-and-mortar store, a lot of times people think it's about discounting, but really what it is is you have to make a friend from somebody walking in your door. What I always say is, "Look for something they're holding or something that they're wearing. Notice it. Share something about yourself based on that, and then continue."

That's because people respond to people that open their hearts to them. You know that yourself. You can sell to a friend easier than a stranger. Today, I want you to think about that and find a way to engage that stranger before you ever start talking about product.

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