Retail legend Matt Harris is back on Rooted in Retail — and this time, he’s revealing the sales framework he’s used for decades to land jobs, close high-ticket deals, and elevate customer experience. This is real sales training for retailers who want to make more money without being pushy.
In this episode, Matt breaks down the exact method he used in luxury galleries, jewelry stores, and big-brand retail — including the same approach that got him hired on the spot by Warner Bros. after a “sell me this salt shaker” test.
If you want your team to sell with confidence this Q4 (and beyond), this is the episode to share.
[0:15] Matt’s background across malls, art galleries, jewelry, and high-end brands.
[1:46] Why Matt is one of the strongest salespeople in retail today.
[5:09] The origin of his sales method from 100% commission art gallery days.
[6:03] The Warner Bros. secret-shopper story that changed his career.
[8:50] The full salt shaker demonstration
[15:01] Introduction to the ATIDJVI acronym and how to teach it to your team.
[17:03] Breaking down each step: Aesthetic → Technique → Importance → Demand → Joy → (and more).
[41:19] Authentic communication
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