How to Get Your Staff to Sell More Retail without Having to Sell

June 27, 2019  /  By Jason Everett

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Does your staff hate to sell retail?
Today, I’m going to show you how you can get them to stop selling and start serving.
 
This video is brought to you by Meevo 2 from Millennium Systems Internationalthe salon and spa software customized for your world, simply better.
 
I can’t tell you the amount of chairs that I have sat in as a customer where the stylist went into detail about a retail product. But when it came to the end of the service, I just walked out empty-handed.
 
Was it because I didn’t want to buy something or was it because they never offered?
 
I think the problem is that the stylist is worried about coming off as a salesperson. The definition that most people think of as a salesperson is:
 
          A salesperson forces something on someone that they don’t want and or need.
 
But what if we flip the model?
 
 Instead of selling, we can make it about serving. 
 
When you serve someone, you bring something to someone that they actually want. And that’s really your job as a stylist inside the salon: to make sure that you’re serving your guest to the best of your ability.
 
When you…
 
– Don’t offer retail
– Don’t show them how to style it at home
– Don’t let them leave with retail products
 
you’re actually not serving your guest at your fullest capacity.
 
I think the question at the end of the service is critical.
 
You can just ask a salesy question like,
 
“Are you going to take this home?”
 
But I’d rather you ask a question like,
 
“Which would you prefer, the four ounce or the eight ounce?”
 
Or,
 
“Of the products that we talked about today, what do you think is going to be the best for you to use when you go home today?”
 
I’ve compiled an entire list of these questions called:
 
“Concluding Questions”
 
These are really excellent questions for you to ask your guests before they leave your chair. You want to make sure they leave with good products.
 
If you want to get the full list to help you make sure they leave with retail, click the link below.
 
CLICK HERE to download the PDF and get access to those questions. Download that list, share it with everybody on your staff, and make sure that your guests are being served to the greatest of your capacity!
 
If you liked this video, and you want to see more great videos like it, do me a favor and head over to our YouTube channel, check out our other great content there, subscribe and ring the bell to get notifications. You can also head over to our Facebook page, click the like button, then hit follow and see first and you will get notified every time we put out another great video.
 
Until then, have an awesome week! 
Jason Everett

About Our Guest Blogger

Jason Everett, High Performance Salon

Jason’s infectious high energy and drive to make everyone he meets the best possible version of themselves, has landed him on center stage in the Salon Edu-tainment scene. Jason is one of the founders of the High Performance Salon Academy which specializes in taking salons that are already successful and cranking up their success to an 11! Their non-traditional and unconventional approach to learning uses the latest in technology and social media strategies to quickly train and equip the most attention-strained owners, leaders and service providers on how to rapidly implement what they learn.

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