mr belvedere

To me, this thread is about one thing - the failure of the staff to help the customer get what they want and need. Yes, here comes another sales diatribe from the Belvedere - there, you've been warned! hehe

What does your customer want and need? Several things actually - but the most important thing they come to you for is a good tan! And believe me, very few of your customers can achieve what they want without the use of indoor tanning lotions and a combination of different tanning beds - that is assuming your lamps are worth a **** (there are several meters you can buy to determine whether or not your lamps are any good - or you can just put white people in the beds and see if they turn brown - the choice is yours - hehe).

Why do our staff fail to sell? Two reasons, and two reasons only! Reason number one: they're afraid to "sell". The word "Sell" (and all things associated with it) has become a dirty word in our culture. There are many people and reasons to blame for this, but blaming anything on anyone or anything doesn't help you, or anyone else get what they want and need. Does it? Yes, it doesn't. Your staff has to be trained (not really) to help other people get what they want and need when they come to your establishment. I said "not really", because all of us are born with a desire to "help". Don't believe me? Just lookf at your kids. You parents out there know what I'm talking about! hehe They want to help with everything! lol They don't always actually end up "helping", but bless their little hearts, they sure do try!!! Your staff already has this quality ingrained in their personalities - it just needs to be developed and encouraged! Trust me, change their thinking from "selling" to "helping", and half the battle is won.

Reason number two your staff fails to sell: they are not properly incented to help their customers. This part is much harder than the solution for the first reason that your staff fails to help their customers get what they want and need. Different people are motivated more by different things - but all of us are motivated by all of the same things: money, pride, prestige, the satisfaction of knowing that we helped someone, the promise of advance or position ... the list goes on and on. All of these motivations are "reward" based - your job as the owner/manager of the tanning salon os to ensure that the rewards that you offer are earned by the recipient - and that the products and services that they are asked to offer to the customer are "worth (in their mind)" what they are asking the customer to pay for them.

It's simple, really. You and your staff just have to put yourselves in the customers' flipflops for a minute, and "feel" what they probably feel when they come into your establishment. When I go into Checker Auto Parts, I need help. When I go to IHOP, I need help. When I go to the grocery store, I need help. I don't need to be "sold" something! I need help!! That's why I am there!!! Your customers come to you for the same things. Help them get it.
Hope this helps. Good luck out there. -Bel V

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"A dusty bible leads to a dirty life ..." -Synonymous