Build Enough Trust To Land the Sale | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

Do customers lie to you? Of course, they do. Are you taking their lie as fact? Look, customers lie to you because they don't trust you. Now, one of the most basic ones people say is, "We can't afford it." We take that as like, "Oh, they have no money." 

Except research shows that even during downtimes, customers still buy. While you might feel good about that excuse, "Oh, they have no money." It's not going to get you the sale. So remember, people who don't have money don't go shopping. But if you aren't going through and being crystal clear of the benefits they'll get from buying from you, they aren't going to trust you and customers who lie to you happen because they don't trust you. 

So, today I want you to think about the goal of the earliest part of your sale after you've greeted somebody, is to get enough trust so they'll be honest with you and you can dialogue about the sale, instead of hearing those lies. "Oh, we're just looking. We'll look around. I have to ask my husband, wife, partner, whatever." They knew, walking in the door, what you carried. It's up to you to build enough trust to get the 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!

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