EP 333: Why We Buy What We Buy In Stores with “The Retail Doc” Bob Phibbs

In This Episode

If you’ve ever walked into a store (or scrolled a sales page) and thought, “Man… where’s the human in all this?” — this episode is for you.

Bob Phibbs, better known as The Retail Doctor, has spent decades helping brands rediscover the art of real connection — and in this conversation, he and Kevin unpack what it means to sell with soul in a world that keeps getting more automated, distracted, and disconnected.

Bob shares stories from his early retail days — selling shoes in college, growing a western wear chain to 55 stores, and learning from giants like Tony Robbins — to reveal what he believes is the ultimate sales superpower: human presence.

They talk about confidence, fear, and why so many people (and businesses) forget that customers don’t want perfection — they want people.

It’s a conversation about selling, yes. But it’s also about living — showing up, being curious, and having the guts to put yourself out there when everyone else is hiding behind screens.

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What You’ll Learn:

03:12 – 07:40 – Define Who You’re Not For
Bob explains why clarity in your audience isn’t exclusion — it’s freedom. If everyone’s your customer, no one really is.

07:41 – 12:15 – How Music Taught Bob to Sell
From orchestra conductor to “voice coach for the retail world,” Bob shows how rhythm, flow, and empathy drive real sales conversations.

12:16 – 18:54 – The ‘Trunk-or-Treat’ Problem
Bob’s viral post about modern parenting becomes a metaphor for business — how playing it safe kills growth, curiosity, and connection.

18:55 – 25:19 – Presence vs. Intent
Kevin and Bob break down the two most underrated traits in leadership: being fully present and leading with pure intent.

25:20 – 32:00 – Building Confidence That Sells
Bob shares how to reframe rejection, rebuild confidence, and create experiences that feel human again — online or in-store.

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Key Quotes:

• “If you believe people are disposable and all anyone wants is a discount, I’m not your guy.”
  – Bob Phibbs
• “All I really do is go around the world giving people voice lessons — helping them find the confidence to speak again.”
  – Bob Phibbs
• “How do I know I belong if I don’t know your principles?”
  – Kevin Rogers
• “Presence is something you can learn. Intent — that has to be pure.”
  – Kevin Rogers

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Resources:

🔗 Connect with Bob Phibbs:

• 🌐 Website: https://www.retaildoc.com/

🔗 Mentioned in this Episode:

• The Retail Doctor’s Guide to Growing Your Business by Bob Phibbs

• SalesRX – Bob’s online sales training platform for retail teams (salesrx.com)

• Tony Robbins – on building a personal brand no one else can do better

• LinkedIn Post: Bob’s viral take on “Trunk-or-Treat” and why risk matters in real life and business
  

🔗 Connect with Kevin Rogers & Copy Chief

• Website: CopyChief.com
• Copy Chief Instagram
• Copy Chief Facebook
• Copy Chief Youtube Channel

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