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Bob Phibbs

Motivation Beyond Commission

3 Ways to Get Your Employees to Sell By Bob Phibbs Motivating employees. It’s always tough in any business. Your goal is to be the go-to name in your field or industry, but you know you haven’t got a snowball’s chance in hell of seeing that level of success unless you can truly engage your […]

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Bob Phibbs

7 Ways To Improve Your Non-Verbal Selling Skills

Your body language sends wordless cues long before you try to close a sale. By Bob Phibbs The more you understand about what your body is saying – oftentimes without our knowledge – the more you can see how often it gets in your way. And that is especially true when you are in a […]

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Bob Phibbs

Customer Service That Sells to Boomers Comes From Training Millennials: 6 Practical Tips That Drive Sales

By Bob Phibbs When you are focused on creating to team culture of customer service, it is important to realize how generational differences can impact the selling process. That Generation Gap was on display recently when Graham, a friend of mine walked into a local electronics store to buy a microphone. The young sales associate […]

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Bob Phibbs

Using Personality Styles to Get More from Your Employees

By Bob Phibbs Retailers have tried everything it seems to get employees to sell more. Sometimes training helps, sometimes it doesn’t and so many try to hire the natural born salesperson. That doesn’t really work either because generally they are few and far between, but if you leverage their personality styles, you can leverage their […]

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Bob Phibbs

The Hell Zone: Getting Ahead of a Customer’s “No, I’m Just Looking”

By Bob Phibbs Were you ever picked by a teacher to come up in front of class when you weren’t prepared to speak? It felt like hell, I bet. There’s an area of your retail store potential customers will avoid; it is the first eight feet after your doors. Some call it the decompression zone, […]