Issue link: https://www.ascpskindeepdigital.com/i/1533707
Protection. Education. Connection. There's an app for that at ascpskincare.com/app 45 BEYOND TREATMENT Retail Confidence How to sell retail, even if you're shy by Tazeem Jamal ARE YOU READY TO GO from timid to confi dent when it comes to selling retail products to your clients? Let's start by addressing your mindset. Most estheticians and spa professionals consider themselves healers, and, yes, you are, but off ering at-home solutions is also a part of your professional responsibility. Following is how you can switch your mindset and start selling authentically with confi dence, whether you're in the treatment room or online. KNOW YOUR ACRONYMS Switching your mindset around selling is as easy as knowing (and practicing) a couple of acronyms. First, never be attached to the outcome. When you off er retail suggestions on what you feel is appropriate for your clients, they can make an informed decision about whether it's right for them. When a client says no, you might feel upset, annoyed, or defl ated, but it's not about you. Remember the acronym QTIP: Quit Taking It Personally. They might say no today, but they are not saying no forever. Never show your reaction when they say no; it's not easy but try to control your facial expressions. Here's another acronym for your toolkit: Build the KLT (know, like, trust) factor. They must get to know you and like you, then they will trust you. Focus on building a real connection with your clients. Tell them you will make a note of the recommendation on their fi le and will revisit the conversation during their next appointment. At this point you could off er them a sample to try at home. Don't give them more than two samples. When you treat products like the gold they are, they are also received that way. Remember to follow up within 48–72 hours, asking the client how they enjoyed the sample and how their skin feels. HOW TO START THE SELLING PROCESS When you're with your clients in the treatment room, show your knowledge and your passion for the products you proudly carry. During the consultation, PEXELS