It’s true to say there is something a bit mystical about the “art of selling”. Thanks to a lot of high-profile movies and TV shows (Wolf of Wall Street and The Apprentice anyone?) the popular idea is that the ability to sell is something some lucky people are just born with or have at least put years of work into developing.
At Book Salon, we don’t think this is the case at all.
For us, great selling is as simple as understanding who your client is, what they genuinely need, and confidently explaining how you are the best one to help them.
Of course, some things are easier said than done! So here are our 3 tips to help you on your way to sales success.
OK, don’t entirely forget about the sale, but try and put it to the back of your mind. At least at the start of the conversation with your client. Focus on listening to your client and show them your expertise, how you can help them, and how you have helped similar people in the past.
Tip: Talk to the client using their first name and try to remember little details about them to better tailor their client experience. It is important that you remember what you last talked about in the case of a regular client, as this will make the client feel special.
Ask specific questions and be genuinely interested in the client and their problem. Be sure to let the client talk more at this point and don’t offer a solution too early or eagerly without understanding everything they need.
Tip: When you understand a client's problem better, you can also better provide the right solution. For example, when a client says that their skin is really dry, you can ask more specific questions about their skincare routines, such as when it is particularly dry and why it might be happening.
Repeat the problem back to the client to really show you have been listening. Then offer your solution and justify what you suggest if you feel it is necessary. Be sure to suggest follow-up actions without overselling. Try suggesting the next appointment or even booking a treatment.
Tip: Introduce your product or solution based on what the client has said. Explain how and when the product will be used. For example, “I am now putting on a mask that’s great for dry skin. It will be good for you especially in the wintertime because you have some surface dryness. It would be good if you used this once a week after exfoliating. By the way, we also have this same mask on sale.“ Teach the client about the products that you are using during the service or care. If you wish, you can write down the products you recommend to the client.
You can mark down the products used on, and recommended to the client in the Book Salon system, as well as other comments regarding their visit. This will prepare you for their future visits and help you build a stronger client relationship with them in the long run. With Book Salon, product sales and inventory management are seamless within the same system.
Why not get acquainted with the service right now?