FAQs(Frequently Asked Questions)
Tip jar was overflowing yesterday approaching $50 for the morning shift. How could anyone doubt the 5 Parts to a Sale with that kind of result!!! Thanks again!”
– Rick Faulice, Castaic, CA
Frequently Asked Questions About Sales Rx™ - The Five Parts To A Successful Sale by Bob Phibbs
Q: What is "Sales Rx™?”
A: Sales Rx™ is a system for achieving success in business using a proven Five Part System to consistently make more sales more often and with more fun. Success is driven by how well we sell ourselves first; nobody has a problem taking orders. The challenge is getting customers to buy from you. Sales Rx™ helps you train yourself and your crew the same process hundreds of businesses around the world have used to double their sales. It's what separates the people who are making a living and the profitable people. This DVD training helps you duplicate the best way to make a sale every time.
Q: What’s included in the Sales Rx™ package?
A: The first DVD is approximately 50 minutes showing you how I train an actual crew. Learn how to to it yourself or as part of a stop-and-go facilitated training. The second DVD is approximately 30 minutes and is meant for the trainer to understand how learning takes place and how you might use the first DVD to train your crew more effectively. The third disk is an audio of the second DVD you can play in your car before training a crew to highlight key points. There is also a twenty- two page workbook with further detail, fill-ins and exercises to cement the Five Parts to a Sale.
Q: How can I benefit from applying the Sales Rx™ System?
A: Like driving a car, Sales Rx™ is a simple process that helps you get where you want to go quickly and without crashing. Once fully mastered, you won’t even realize you’re doing it and can be free to add more of yourself into each and every sale.
The following applications of the Sales Rx™ system are only a small sample of what's possible for you:
- Connections : Find the opportunities (jobs, businesses, investments, partnerships, etc.) that hold the strongest potential for helping you using the Windows of Contact™.
- Sales and Marketing : Increase your sales, improve your close average, your average ticket and your word-of-mouth in your local market.
- Employees : Attract and keep the best.
- Upgrade Your Merchandise: Be able to sell the premium items more consistently and with less fear.
- Motivation : Discover and be able to train and motivate your sales team to consistently produce results.
- ROI : Increase the turn of your merchandise to be able to make your money work harder for you.
- Attitude: Increase your job satisfaction, team spirit, and excitement, and reduce the stress associated with hit-or-miss ineffective sales processes, not achieving your monthly goals, unhappy customers, or your business struggling against a big-box.
And more ...
Q: Why is it called Sales Rx™?
A: Like a doctor’s prescription for how to be healthy, Sales Rx™ is the basis of having a healthy organization. There are whole libraries of sales tools based on the writer’s personal experience. Oftentimes too involved and too centered on cold calling and “closing” the customer, these methods were based on making someone do something to make them buy. Sales Rx™ is different. If you build trust early on, the close and the add-on come naturally and you get more repeat business. Like a doctor’s prescription though, you need to use it constantly to improve yourself.
Q: Can I apply and benefit from Sales Rx™ if I don't have a retail business?
A: Absolutely! It doesn't matter where you live, what business you are in, or how long you’ve been selling. You can apply Sales Rx™ system to produce exceptional results.
Q: Why did you make this DVD training system with workbook, Sales Rx™?
A: I discovered I was a natural salesperson when I picked all the flowers out of my mom’s garden (much to her shock) and sold them door-to-door when I as in second grade. Since then, I’ve used the lessons customers have taught me to create a System I've used to produce extraordinary results, in less time, with less effort, and much more fun. Now I want others to be able to replicate those results for themselves.
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" Thanks for producing such a very useful and interesting book full of good ideas. I wish we had read this book before we started out.”
- Tony Banham , Gertie & Co UK
Frequently Asked Questions About You Can Compete: Double Sales Without Discounting
Q: I have loyal customers, what am I going to discover in this book?
A: Independents think that their loyal customers will always be there. Many have deluded themselves that just because they open a shop, their neighborhood should support them, the little guy. Yet they give worse service than the big-boxes. Since big-boxes have extensive training which automatically raises the bar for their customer service; independents must raise their bar even higher. You Can Compete will show you how.
Q: Can my store survive the digital and big-box onslaught?
A: Yes! Large companies don’t know your exact neighborhood. Customize your offerings, marketing and products like only the independents can. Use your own mailing list to keep in touch often – not just for sales of last season’s picked-over merchandise, but for thank yous, invitations and educational newsletters. Tie-in to trends you read about in your local newspaper by calling a reporter and presenting yourself as the local expert or to add a local angle to a national story. There are lots of avenues open to compete against the chains if you’re smart.
Q: If big chains offer a consistent product at the lowest price, how do I stand a chance?
A: Retail works as a big triangle: service, price and quality. Lowest price isn’t everything. If you sell $500 boots, a salesperson needs to add a story and passion so the customer can justify the purchase. From cars to clothes, from paint to hardware, from dresses to golf clubs – everything has a good, better and best. Retail clerks can’t sell the premium items when they don’t know what makes them cost more. There is no one to add a spark to the average offerings and the merchandise just sits. Retailers without a trained sales force continue to “dumb down” their offerings and take fewer chances. That leads to even more generic mass-market products. The independent stands a chance only when they can justify their prices, have a trained sales team and continue to upgrade their offerings. You must feature the best of the best, not the also-rans. You’ll discover how in You Can Compete.
Q: Your subtitle of You Can Compete is “Double Sales without Discounting.” But isn’t price the most important driving force behind a custom decision to buy?
A: That is the great myth – that everything is price. The reality is that a customer wants to be noticed and appreciated. They don’t want to be ignored or taken for granted. If price were the most important force behind every purchase, there would be no Starbucks or Nordstrom, there would be no Nike, Hallmark or BMW. You have a choice. If you want to be down with the dirt-scratchers making only a 20% margin on your sales, you’ll work more to make less and the type of customers you’ll attract will demand more and more. You’ll have bought yourself a job.
Q: Why do you say in You Can Compete that coupons, or discounts don't work?
A: Because I’ve tracked them with various dealers and they don’t! It is passive marketing. It is playing Santa Claus in hopes they’ll use you again. The person who uses a discount rarely comes back and pays full price. And what are you going to tell your loyal customer who didn’t get a deal? You are attracting the “dirt scratchers” at the expense of your image and your loyal customers. If you want to get them in, then give the product away for free – but don’t waste your time with 10% off. Success takes time, it takes creativity, it takes patience -- but not discounts!
Q: How can I avoid being overwhelmed with all the details of running my business--personnel, managing, ordering, payroll, sales and marketing, etc?
A: Prioritize. The most important thing is the customer – everything else is an also-ran. That means no matter how busy you are, your first job is face time with the customer. The bank deposits, ordering, etc. can all wait. Frequently the strugglers hide in the back office, doing things that don’t increase the bottom line. Farm out what you can using technology. For example, buy a POS that your employees can clock-in and clock-out from, then send that information automatically to Paychex and have the checks arrive on time. The time you save more than offsets the cost.
Q: Are we going to see the death of small mom and pop stores and the takeover of national retail giants?
A: No. Imagine the shock small retailers had when Sears came to town in the 40’s and 50’s. Yet the best survived. How? They differentiated themselves by taking the business Sears didn’t want. They differentiated themselves by competing with knowledgeable salespeople. Big-boxes aren’t anything new; it’s just that there are more of them. At a certain mass-market level, the big-boxes are able to offer lots of generic, average products. If you want to cater to more of the upscale clientele, there will always be room to educate, service and reward that customer. You Can Compete: Double Sales Without Discounting will show you how to do it step-by-step.
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