How Do You Express Your Product’s Value as a Retailer? | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

If you're a regular listener to my podcast, or to this flash briefing, you probably carry better merchandise and you're bound to hear at the holidays, "You're expensive." Here's how to deal with that, have a reply ready, talk about how we have better merchandise and we found that people were more satisfied if they paid a little more at the beginning, that the most expensive merchandise is things that are priced cheaply, because they break, or they don't do what you want them to do, and then move on. This isn't a debate. If they say it's too expensive, they probably weren't your customers anyway. You know, not everyone can afford the better things in a store, but when you present it correctly, and you just state it as fact, they'll move Heaven and Earth to get it, provided you have built trust and rapport, to become a trusted advisor.  

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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