You Can Compete!: The Retail Doctor's Tools to Double Your Sales

, by Phibbs, Bob

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ISBN: 9780970998408 | 0970998406
Cover: Paperback
Copyright: 5/1/2001

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Acknowledgments

Introduction

The Titanic And You

(4)

All Hands On Deck

The Titanic Story

How The Titanic Mirrors The Independent Business

How We Got Here And Who's to Blame

(4)

What Happens When The Going Gets Tough

The More Things Remain The Same, The Less Likely Things Change

(4)

Internal Motivation Comes From External Leverage

Look Around You The Facility

(16)

RX: Signs Of The Times Are Not Open

RX: Do You See What I See?

RX: People Attract People - Make Sure They Can See In

RX: Put Something In That Window!

RX: Display The Whole Picture

RX: Lighten Up! People Don't Shop Where It's Dark

RX: The Retail Doctor's 10 Steps To Merchandising Your Store

RX: Discover The Aspects Of Movement

RX: Don't Forget The Holidays

RX: Change Your Register Signs

It Really Is The Little Things

Sell Like You Know Them The Basics of Sales

(20)

RX: It's Not The Words; It's The Intent

RX: You Must Know And Teach The Five Parts To A Sale

Greeting

Windows of Contact

Qualifying

Features & Benefits

Closing With An Add-On

RX: Add-on No Matter What Your Business

Conclusion To The Five Parts To A Sale

Check For Vital Signs Employee Hiring

(8)

RX: Employees Are Your Most Important Asset

RX: Listening Above All Else Is Required

RX: At The Interview - Make Them Sell Themselves

Make Them Hear You Employee Training

(28)

RX: Train With An Eye Towards The Exceptional Circumstance

RX: Train As If They Wrote Your Paycheck - They Do

RX: A Script Ensures Quality

RX: Write Your Own Script

RX: Train With A Checklist To Ensure Standards

RX: Create A Five-Day Training Checklist

RX: How To Train With Your Checklist

RX: Open the Dressing Room Door To Higher Sales

Building Your Team Sales Management

(28)

RX: Hold Weekly Staff Meetings

RX: Thirty Is The Best You Can Expect - Don't Settle

RX: Always Teach To Observe

RX: Challenge Yourself To Show How To Do It Right

RX: No One Leaves Without You Knowing Why

RX: Discounting Doesn't Build Relationships

RX: Be Ready If An Advertising Bomb Goes Off

RX: Commission Their Sales

RX: Connect Performance And Tips

RX: Write Sales Boosters To Combat Boredom

RX: No Mental Toothaches Allowed

RX: Ban The Cell Phones!

RX: Cut Employees Loose When They Become A Liability

RX: Create Goals And Make Them Achievable

RX: Hold Employees Accountable - The Shark Chart

RX: The Retail Doctor's 12 Steps To Being The Top Salesperson

Your Face To The World Marketing

113

(48)

Do Your Homework - How to Sell Your Image

RX: Know If You Are A Want Or A Need Business

RX: Know Who You Are And Develop A Plan

RX: Know Who Your Customer is and Isn't

RX: Focus Your Advertising On Your Target Audience Image Ads

Clever Ads Make Us Ask, Who Is This?

RX: Use a Card File To Hold On to Current Customers

RX: Reward Your Customers

RX: Get Old Customers To Come Back

RX: Ask For Testimonials And Referrals

RX: How To Develop A Customer Database

Do Your Homework - How to Sell Your Product

RX: Build Partnerships

RX: Form Alliances With Your Competitors

RX: Lead With Your Strengths

Products Ads

You've Done Your Homework - Now Sell Yourself

RX: Brand Your Customers

RX: Develop Materials That Speak To Your Customers

RX: Create A Unique Slogan

RX: Use Business Cards

RX: Create A Newsletter

RX: Use Fliers

RX: Use Postcards And Mailing Houses

RX: Find The Right Vechicle To Drive Your Message

RX: Focus Print Ads Within Your Market

RX: Sponsor Community Events

RX: Craft Press Releases That Work

RX: Get A Website

RX: If You Use Signs, Make Them Special

RX: Put Up A Billboard Across From The Chain

RX: Wait On TV And Trade Radio

RX: Tit For Tat - Here's When To Advertise

RX: Go Where Your Strongest Customer Group Goes

How Not to Advertise

RX: Don't Discount A Premium Product

Price Ads - The Easy Way Out

RX: Don't Annoy People With Telemarketing

You Can Compete Wrapup with Vince & Sally

161

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You Can Compete!: The Retail Doctor's Tools to Double Your Sales

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