artenot / stock.adobecom
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.
Push is important – it’s the obligation of salespeople – but it must be correctly focused.
is Devoted Creations’ National Sales Trainer & Educator. With ten years of industry experience, she works directly with the company’s distribution & salon partners to improve product knowledge & sales.
Copyright 2016 ist Magazine