Top 5
tips for retailing Founder of The Sales Habit Academy, Kerry-Lee Viljoen, provides valuable pointers on how to get therapists to ramp up their retail skills.
I
have been in the beauty industry for several years now and having personally experienced the lack of education and fear when it comes to selling retail products, this made me want to change something and help others in the industry who feel the same way. Unfortunately selling isn’t taught to us in beauty school, but it’s expected of us in our jobs and even worse, we are expected to be good at it. “My job is to perform treatments, not to sell products.” Sound familiar? Can you imagine booking an appointment to see a doctor, then having the doctor take one good look at you, doing a vague check-up and not giving you a prescription or any helpful advice? Therapists may not be doctors,
online @ probeauty.co.za
but we are beauty professionals and it’s our job to provide our clients with honest, results-driven homecare based on their concerns. This is why it’s so important to learn, practise and understand the process of selling. Because, like it or not my fellow beauty professional, it’s your job to sell retail products. So instead of putting it off and getting away with selling the bare minimum, rather get comfortable with the uncomfortable, embrace it and learn the skill of selling. Who knows, you might actually be good at it?
Tip 1 - First impressions count! The fact is that a first impression is made within the first seven seconds of meeting someone, so your credibility and professionalism are taking that test
in those first seven seconds. What first impression do you make? Would you book a treatment with you? Would you be impressed with you? You could be the best facialist in the world but if you don’t look the part, or sound the part, no-one would ever know it. Therefore, it’s crucial to deliver an exceptional first impression. Become selfaware and know how you come across.
Tip 2 – Plant the seedling during consultation The most powerful tool you can use during a consultation is: THE CONSULTATION FORM. If you aren’t using a thorough consultation form, or at least a simple consultation form, you aren’t doing yourself any favours but rather a disservice. The importance of the client
Photo by Francesca Grima on Unsplash
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