How to Close the Sale in Retail by Reframing the Product | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

You know, people often hire me as a sales coach to train their crews or to train their brand boutiques. And people often say, "How do I close the deal? How do I get that customer to buy it now and hand over the money?" Well, it's really simple. You have to go through and spend enough time to build rapport that they're going to tell you everything they want from a product. And so, to close the sale you have to reframe how your product does more than they were expecting.

So what I usually do for that, and your tip for today is, that when you're trying to close a sale, make sure that you repeat at least three things they said they wanted in a product that yours does better than any others. And as long as you do that and then shut up, you'll probably be able to close the sale. Don't do the loser's limp where you ask, "Is it too much money? Is it wrong?" You start putting doubt. You want to close more sales, make sure you reframe how your product does more than the shopper was expecting and ask for that sale.

If you love what you heard on Retail Today, connect with Bob by visiting retaildoc.com or send a message to bob@retaildoc.com. Thanks for listening!