How do tanning salons maximize their retail sales without hard-selling their customers?
As a salon owner you can hold product training sessions or seminars where employees are able to get a better understanding of the products they are selling. Employees need to know about the tanning lotions the salon offers.
Salon employees sell best when they understand and are comfortable with the tanning lotions and other items the salon has. The best sales people can effectively explain to their customers the advantage of purchasing a tanning lotion or other retail item.
Set aside a morning when all employees will attend a training session to review each product. Encourage your employees to add to the training, running contests where employees get a gift for knowing about a given product and adding to the discussion.
All employees should feel comfortable talking about everything your salon sells. If they are uncomfortable talking in an employee meeting they are unlikely to do any better behind your counter. Use this session as a feeling out meeting where you can evaluate your salon employees.
These tips are basic guidelines that most any sales person can benefit from.
- Find out what your customers goals are
- Use language that makes it easier for your customer to understand the advantages
- Personalize the purchase by explaining how you know the tanning lotion is what she needs
- Take the time to answer any questions your customer may have
- Understand that not every sale is made right away people often need to think about a decision
- Provide clear simple solutions and avoid confusing the customer with too much information
- For those that always say no, consider giving them a free packet to hook them on the results
