Sales/Selling techniques

[NailsXpress]

I dont feel confident with my selling techniques, does anyone have any advice or can you recommend any books for improvement in this area please? :irked:

 

[Verve Designs]

If you're not confident face to face- then try and have some written stuff to help you along, let people read it themselves and if they need to ask questions they can do so. You'll find you become more confident as it becomes a conversation as opposed to you feeling you're selling at them.

Good luck

 

[vitality]

You need to be confident in what you are selling to start with. If you don't believe in the product or service you are trying to sell it will show through your body language and tone of voice. Try to take into account what type of client they are and try and listen to them to get an idea of their personality.

For instance if you are talking about holidays and he/she mentions price quite often, then this client could be very price orientated, so you could maybe inform him/her of special offers or low priced items. Some clients may ask a lot of questions about the treatment you are doing and may be benefit orientated, therefore you would discuss in more detail of what the product can do for them etc.

Also take into account the clients body language, if the client simply has no money on them or does not need any products you will appear pushy and the client could lose trust in you as a therapist.

I learned my sales skills from internet, experience, watching other people and my own common sense. Every other client of mine will have purchased at least one product and most clients book in for other treatments.

Don't see selling as a negative. You are simply helping your client maintain his/her treatment at home and you are the professional so clients should trust your advice. The worst the client will say is 'no'. Don't under estimate gift voucher sales, I would sell quite a lot through out the year as clients will always know people with birthdays, anniversaries, new baby etc.

 

[NailsJedi]

for a start stop thinking of it as selling because that will instantly make your job harder as you feel like one of the beauty counter girls at Boots right? Instead replace the word selling with recommendations, because thats such a nicer word to use, and it is what you're doing!

Secondly, look at the products and treatments you are recommending; have you ever tried and tested them yourself so you can draw on your own experiences when recommending? Are you encouraged to 'swap' treatments with your colleagues on a regular basis? This makes a huge difference as you're experiencing how the treatments work. Is there a commission scheme in place thast encourages you to recommend more to your clients? If so is it worthwhile to you when you want to increase your monthly pay?

Do your research and if you're still feeling like you need more help ask your manager for advice, ask if there are any training courses they could send you on or would they be willing to do role play with you. The more confident you become the more you will enjoy giving recommendations and watchin the rewards to both your clients and yourself! Dont be scared because the fear is whats holding you back, and remember, the worst thing a client can say is 'No thanks' and that doesnt mean the end of the world

 

[vitality]

for a start stop thinking of it as selling because that will instantly make your job harder as you feel like one of the beauty counter girls at Boots right? Instead replace the word selling with recommendations, because thats such a nicer word to use, and it is what you're doing!

Secondly, look at the products and treatments you are recommending; have you ever tried and tested them yourself so you can draw on your own experiences when recommending? Are you encouraged to 'swap' treatments with your colleagues on a regular basis? This makes a huge difference as you're experiencing how the treatments work. Is there a commission scheme in place thast encourages you to recommend more to your clients? If so is it worthwhile to you when you want to increase your monthly pay?

Do your research and if you're still feeling like you need more help ask your manager for advice, ask if there are any training courses they could send you on or would they be willing to do role play with you. The more confident you become the more you will enjoy giving recommendations and watchin the rewards to both your clients and yourself! Dont be scared because the fear is whats holding you back, and remember, the worst thing a client can say is 'No thanks' and that doesnt mean the end of the world

I 100% agree, you are simply recommending or suggesting something that could benefit your client. I would always give sample, get the client to hold the product and smell it, it gives them a sense of ownership as well as getting a good idea of the product so that they will be happy if they buy it. I think if you are professional throughout the whole treatment by giving advice and home care advice etc. the client will trust you more. Never miss an opportunity or assume a clients needs.


I have been on company sales courses but I found they only told you the ingredients and benefits of the products rather than techniques such as body language and how to be specific to each client.

I think it just sounds like you don't have any confidence, if you work on that I guarantee your sales will increase dramatically.

 

[NailsJedi]

I 100% agree, you are simply recommending or suggesting something that could benefit your client. I would always give sample, get the client to hold the product and smell it, it gives them a sense of ownership as well as getting a good idea of the product so that they will be happy if they buy it. I think if you are professional throughout the whole treatment by giving advice and home care advice etc. the client will trust you more. Never miss an opportunity or assume a clients needs.


I have been on company sales courses but I found they only told you the ingredients and benefits of the products rather than techniques such as body language and how to be specific to each client.

I think it just sounds like you don't have any confidence, if you work on that I guarantee your sales will increase dramatically.

See now I wouldnt give a sample to every single client as they cost money and you dont want the clients to just keep coming back for samples. You could let them try the testers and then take them back form the client so that after they feel the ownership vitality was speaking about they want it more because you've taken it back... is that malicious??? hehe

 

[persianista]

I love selling. I have strategies that I constantly use that work for me. First you have to know your product inside out, love it, use it on the client, let them smell it. I then walk away (to find a brush or something) and wait till they have picked up the product and sniffed it, then I know they will buy it. 100% works every time.

Worth getting a book on sales techniques from which you can develop those that work for you.

Most of the major companies will arrange sales training for the whole salon if you ask.

 

[Coconuts]

I love selling too, I have been in sales for 14 years now but I don't class myself as a sales rep, the best bit of advice I can give you out of everything is to make friends with potential buyers, be yourself, know your product inside out and be confident the rest will come naturally and you won't even realise that you end up good at what you are selling.
Best of luck to you xx

 

[The Guild]

Take note of the conversations you have during the treatment. For example, if the client says 'my nails are always breaking', or 'I always get a break out of spots on my chin', then rather than actually selling recommend a solution to their problem. That way you are not directly selling, they are getting a product they actually need and everyone is happy.