Today we will communicate to you the interview done by Professional Beauty GCC on-line Magazine with our Training & Development Manager, and was aired to the Magazine website, earlier this week.
How to perfect your salon selling skills!
Professional Beauty GCC talks to Pinaki Shanker Chakraborty, Training & Development manager from Madi International about salon selling skills.
What techniques should salon staff be aware of to boost sales?
Salon sales usually include two areas, retail and service. In terms of service there can be Up-Selling and Cross- Selling. Let’s say a customer comes in to have a haircut and the Hairdresser can suggest other services like Coloring etc, in the same category. This is called Up Selling. Also having got her hair done, the Customer can be advised to go for some other services like Manicure, Make-up or Skin Care. This is called Cross Selling.
What are the key selling techniques that staff can use to increase salon’s revenue?
One key selling technique in Retail Sales will be the AIDA Technique or the Domino Method. AIDA stands for Attention, Interest, Desire and Action. When you display the Merchandise (Products) in a visually appealing manner, the customer’s Attention is drawn towards the goods on display. Then the customer may show interest in some of those products. Here is the time for the salon staff to come in and make a presentation of the product’s key features and their benefits. This will create the desire in the customer and finally both will take action to close the deal and make the purchase.
Other key selling techniques will be to ask questions to understand the customer’s needs. Also, the ability to handle objections regarding specifications like made in, size, contents, color and price etc. will be a key skill required. Finally, effective closing techniques are required to complete the deal.
How can a salon increase sales revenue?
Usually salons do not pay much attention to retail sales and visual merchandising and only look to provide service. In today’s day, the staff should let the customer handle the product and feel emotionally attached to the product and help them to buy the product. It is important to remember that you are there to HELP the customer rather than SELLING your products.
Relationship building through creating trust in the customer is very important to influence the customer to be convinced with your suggestions.
How can I motivate my therapists to increase salon sales?
Of course incentives linked to the sale is very important; however financial incentives cannot be the only motivation. The staff needs to be motivated by the fact that they are in a good position to sell, as product knowledge is key to successful selling. When you respect the staff for their technical skills and product knowledge, they will be eager to develop their other skills and also realize that they can make more money by Selling and also this will help them in their relationships with customers.