How Do You Start Holiday Sales Now In Retail? | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

It's about six weeks until Christmas and I can hear you saying, "Oh, well, we're getting ready because it'll really get slammed after November when people are picking things out for the holidays." I hate to tell you, but shoppers are filling their holiday lists right now and it's a great time to add on to every sale because they're in a good mood and they're not overly stressed. So, how do you do that?

You add on to every sale, once they've already decided what they're going to pick up, and before you get to the counter, by just asking, "Who else is on your list?" You'll see them look up and to the left, kind of this imaginary list, and then they might say, "Oh, well, I need something for my grandmother. I'm sure you don't have it." And you say, "Well, try me," and then you get into a dialogue about what grandma likes. Or, they say, "No, this is just everything for everybody else. I'm set." And you say, "What about a gift for you?" And you'll see them also stop and look up to this imaginary list, and you know what, that's where you make the money. Especially this holiday season when you have six less shopping days. So, this one question has made more sales goals than I can count just because it was asked with every customer. If you like what I have to say, you might want to also check out my podcast Tell Me Something Good About Retail on your favorite podcast platform. 

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!