Selling retail products seems to be a task that most beauty professionals dread, or just avoid altogether. It isn’t as fun as doing a make-over. Just like other people who fail at selling, we become afraid of being told no. However, if you’re not your client’s beauty dealer, you are losing out on a bunch of money. You’re also missing the opportunity to be perceived as the expert in your field.
If selling products intimidate you, implement these tips. Give your clients what they need and earn more money today!
1.) Ask open-ended questions. An open-ended question is a dialog that promotes conversation. An open-ended question encourages people to talk instead of giving a simple yes or no answer. For example, ask your client what type of issues are they having with their hair versus a close-ended question like, are you having issues with your hair? Do you notice how the first question requires a conversational answer, while the second question requires a non-informative response of yes or no? Keep in mind that an open-ended question usually begins with How, What, When, or Where.
Other good questions are :
How do you fix your hair on a regular basis?
What do you like about your favorite shampoo, styling product, etc?
2.) Listen. If you do this well, you can get some valuable information that will help you close the sale. Use this information to recommend products that address the specific issue. Also, consider products your client likes. Offer them your product brand that’ll work just as well or better than what they’re currently using. Use good listening skills to offer them your best product solution.
3.) Be knowledgeable about your products. Know what solution each product provides and remind yourself of the products you favorite. Take time to use each product and observe how they work. This will prepare you to recommend the right solution, based on the answers to the questions that you have asked. Simply, introduce them to the product. Allow them to hold it while you explain how it’ll solve their problem to help them look their best.
The conversation should something like this:
Beauty Professional: “Hi Denise, it’s a pleasure to be servicing you today. Before we start, may I ask what types of problems are you currently having with your hair”?
Client: “None really, although when I style my hair I have trouble controlling the frizz”.
Beauty Professional: We have the perfect product that can help your control the frizz in your hair. It also gives the hair a natural shine and smoothness.
If you have the recommended product as a back bar, use the product on the client. I think this is very important. Using the product further validates what you say about it. While applying the product, explain again its benefits. This demonstrates to your client that you have paid attention to their concerns, by repeating the issue that was previously discussed. Speak with a confident voice and posture that reassures them. Don’t take a ‘no’ answer personally. Being confrontable with what seems like a rejection will make you a sales pro and selling will become easier, I promise.
How do you feel about selling products to your customers? Are you a sales pro yet? Let’s talk about it.