Killing One Product as a Retailer | Retail Today With Bob Phibbs, the Retail Doctor - Flash Briefing

Have you ever started a sale, and you've gotten all the way into it after 25 or 30 minutes, and there you are with two identical products, pretty much, that the customer can't decide between? When that happens, invariably they're going to walk out. And you know what happens when they walk out? You didn't get any money. So what I always say is, when that happens, and it's a rarity, but when it does, I need you to go through and decide to kill one of those other products.

So while they might seem like, "Oh, well you could go this way or that way," unless you help the customer make a decision, so you go back and you say, "So let's go back to what you said was important: it had to be portable, you wanted something that was purple, and you wanted something that had this brand name on it. Is that correct?" "Yes." "Well this one doesn't have that, and the other thing that you didn't like about this one is it seemed to be heavier, so it seems like this one would be better. Does that make sense?" And try to help them get through that equal way they're looking at the products and kill one. And you know what? When you kill one product, it may seem risky, but it's better than not making a sale that day.

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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