Up-selling is about challenging customer preconceptions and getting them to see the value behind every product you sell. BOB PHIBBS reveals how retailers can achieve this with some simple selling techniques. Read more »

The science of selling isn’t particularly deep and often the answer to improving sales is easier to find than jewellers might think. BOB PHIBBS sheds light on some obvious but often neglected areas. Read more »

Businesses spend millions of dollars on marketing to attract customers but still can’t control what happens in store. BOB PHIBBS explains why getting customers into the store is only half the job. Read more »

The best way to break down any barriers that exist between sales staff and shoppers is to use product. After all, as BOB PHIBBS says, product is why consumers are in your store to begin with. Read more »

Where does retail marketing start? No, not from a website, a telephone call or a coupon. BOB PHIBBS believes the best marketing begins when staff show how much they care at the end of a sale. Read more »

Shoppers can be nervous and negative when approached by staff. BOB PHIBBS recommends using a prop when greeting customers to break down this resistance. Read more »

Staff training is critical to a retailer’s marketing strategy and definitely requires more than a one-off session. BOB PHIBBS reports it’s a constantly evolving process of reminders and directional coaching. Read more »

Email marketing may be ‘free’ but that doesn’t mean retailers should send emails whenever they feel like it. BOB PHIBBS discusses seven ways to ensure a campaign hits the mark and increases sales. Read more »

Many retailers are losing the plot: by focusing too heavily on retail technology they are missing the point about shopping. According to retail expert BOB PHIBBS, shopping is about discovery, not being discovered. Read more »

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