What are sales objections? They are the veritable plethora of reasons your salon guests come up with to justify saying “No” to buying products from you. Note I said, from YOU. We could explore what motivates your guests to not buy at all; however, that would only cover one out of every ten of the “NOs” you get. The other nine are going to be because they didn’t want to buy from YOU, specifically. I know … the truth hurts, right? But I assure you it’s not so much that they can’t stand you or detest you or want to punch you in the face when they look at you – as a matter fact, it’s not even personal at all.
Learn to love “NO”, because a NO many times is “YES” just disguised as a NO. Think of “NO” as short for “NO you have not given me enough reason to buy … yet! Their lips may say, “NO”, but deep down in the pleasure/reward part of their brain, most salon guests are just longing for the right sales associate to swoop in and help them not only justify the purchase, but actually feel great about it in the process.
I call them “super connectors”. Many just call them good salespeople; but whatever you call them, there is one simple thing that sets them apart from everyone else. For them, the word NO is the beginning of the sales process, not the end.
I have extensively observed, studied and interviewed these sales outliers to uncover the secrets of their uncanny gift, expecting to be able to profile them. Turns out, they are girls. They are also guys, they’re young and old, short, tall, outgoing, shy, funny, serious and everything in between. They’re everywhere in every city. There is no prototype for this person … it could be anyone. It could be you!
As it turns out, to solve the million dollar mystery for salon owners everywhere – how to find the perfect salesperson who effortlessly jumps past all NOs and every other objective while inspiring your guests to buy everything – would not be without a sense of irony. The truth is, record-breaking salon sales is more about what your customers have in common than what all-star salespeople have in common, because the sooner everyone who works in your salon really embraces this undisputed fact, the sooner your entire staff will be all-stars:
EVERY GUEST who WALKS INTO YOUR SALON WANTS TO LOOK BETTER! That’s why they are there. It doesn’t matter if you’re a supermodel or “Magic Mike”, everyone wants to look better. Many salespeople give compliments: you’re attractive, you’re sexy, you look great – but it is universally common for everyone to look in the mirror and see all their flaws … it’s human nature!
That’s the magic of indoor tanning. We provide one-of-a-kind services and products that help people look better and feel great – whether it’s guiding them into the perfect combination of UV tanning and sunless for the most natural looking color or recommending the perfect product to make their legs look perfectly bronzed in that sexy, new dress. The best part of all is that we get to make them feel great again and again and again!
David is a National Educator for Sun Evolutions, offering brands including Supre Tan, ProTan, Fiesta Sun and Hempz. He is a face-to-face sales and beauty product fanatic who gauges his success solely on his effectiveness at selling real product to real, live salon guests.
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