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We’ve all been there – in the middle of a product sale and our salon guest is iffy on the idea of making the purchase. We feel like if we “sell” a little harder, she will buy. Often, less experienced sales staff will give up and not go for that additional push in order to avoid the expected perception that they are too “pushy.” The problem is, salespeople have always had the notion that pushing is wrong. That’s because it has always been focused on the wrong thing: “What’s our pitch? Let’s go pitch our product! I need to make this sale!” The energy has been almost exclusively focused on salespeople and their goals and it should be clear why customers react so poorly to this; it’s not about them. The sale should be about the consumer, not the salesperson.
Being a great salesperson isn’t about how pushy you are. It’s a combination of confidence, knowledge and customer engagement.
Being a great salesperson isn’t about how pushy you are. It’s a combination of confidence, knowledge and customer engagement. My suggestion is to work with your staff on these three key elements of becoming a strong salesperson and you will see not only your numbers go up, but your guest satisfaction, as well.
As Director of Brand Development for Devoted Creations’ family of brands, Lisa brings 17 years of industry experience, knowledge and enthusiasm to all aspects of the business, including social media, product development, training, customer relations, public speaking and marketing strategies. Lisa worked at the salon level managing a large chain of salons, which infuses her sales training and brand concepts with real world experience. Lisa has been chosen IST Magazine’s “Person of the Year” four times.
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