Employee having problem selling lotions - tanTALK

aeltiger · 02-24-2006, 04:32 PM

OK...my employee doesn't have much sales experience, but is really great with people, hardworking, and willing to learn anything. I finally got her to understand the importance of recommending and selling lotions, but I have noticed that she always sells the least expensive lotions. It never fails. She has never sold a bottle of our higher end lotions. When I asked her about this she said that she mentions the other lotions, but the people always decide on the lesser expensive ones. She really needs some training on overcoming objections and selling the benefits of the more expensive brands. Instead, she really focuses on the "cost factor". What can I do????

CAYENNE2005 · 02-24-2006, 04:34 PM

Wow. How long had she been behind the counter? Does she make commision??

billable · 02-24-2006, 04:40 PM

Got any other applicants?

aeltiger · 02-24-2006, 04:47 PM

Honestly, she is GREAT with everything else and is willing to learn approaches to better selling. Her previous experience and willingness to come in anytime I call her is invaluable. Most importantly, I can trust her. She is basically part of my family and is the most honest person I have ever met. I want to give her to opportunity to learn more before axing her!

caribbean tan man · 02-24-2006, 04:55 PM

so then get her trained!

shelsland · 02-24-2006, 04:57 PM

Is she on commission? Maybe set a goal for her that she has to sell atleast "1" bottle per shift above "X" price to get commission for that shift... Ask her what are the biggest objections she is hearing and do a role play with her on what she could say to overcome that objection. If its simply price as the objection, the customer needs to understand the value the higher priced lotion will provide them. Just some ideas...good luck and let us know what you tried and how she is doing!!! :)

Kristia0712 · 02-24-2006, 04:59 PM

Quote:

Originally Posted by aeltiger

Honestly, she is GREAT with everything else and is willing to learn approaches to better selling. Her previous experience and willingness to come in anytime I call her is invaluable. Most importantly, I can trust her. She is basically part of my family and is the most honest person I have ever met. I want to give her to opportunity to learn more before axing her!

I am so jealous!!

Just keep working with her, if she is good in every other aspect she'll get it with practice.

mikejones · 02-24-2006, 05:05 PM

you haven't helped this person at ALL. Shame on you all.

NOW, the reason she can't sell it is cause you haven't explained to her the difference between the low end product (basic UV accelorator, basic moisturisers, synthetic ingredients) over the higher end products (advanced skin care, all natural ingredients, anti aging properties)

also, if you are selling AG, most people will go for the cheapest as that stuff is kinda not the best. You should have seperate lines for your high end and low end lotions (if you don't already).

AG is very stupid. Their Swedish Beauty line is SUPPOSED TO be their higher end stuff YET they release $100 bottles of lotion with AG badges on it.

Kinda like Toyota releasing a $100K car with TOYOTA badges and not as a Lexus.

Makes no sense other than just random price labeling.

billable · 02-24-2006, 05:08 PM

Some of the first things that I try to teach my employees is that;
1. You can't count how much money someone has by looking at them and,
2. Just because it is what you like, that doesn't mean everyone else will like it. If there was one best lotion, I wouldn't stock 5,000 different lotions (ok, maybe that is an exageration).
3. If Australian Gold prices Crystal at $100 and Cheeky Brown at $21(?), who am I to argue that Cheeky Brown would be just as good? I say it is $79 better.

Hope this helps.

aeltiger · 02-24-2006, 05:10 PM

I currently have Designer Skin, Swedish Beauty, Caribbean Gold and AG Colorology. We have lotions that range from $15-$70. I want to sell more Spellbound, Whisper, and Swedish Beauty.

02-24-2006, 04:32 PM	#1 (permalink)
aeltiger I love Derf!! Join Date: Feb 13 2006 Location: Deep Down South Age: 45 Posts: 276 Rep Power: 19	Employee having problem selling lotions OK...my employee doesn't have much sales experience, but is really great with people, hardworking, and willing to learn anything. I finally got her to understand the importance of recommending and selling lotions, but I have noticed that she always sells the least expensive lotions. It never fails. She has never sold a bottle of our higher end lotions. When I asked her about this she said that she mentions the other lotions, but the people always decide on the lesser expensive ones. She really needs some training on overcoming objections and selling the benefits of the more expensive brands. Instead, she really focuses on the "cost factor". What can I do????

02-24-2006, 04:34 PM	#2 (permalink)
CAYENNE2005 I love Derf!! Join Date: Jan 31 2005 Location: Around the corner Age: 55 Posts: 1,730 Rep Power: 143	Re: Employee having problem selling lotions Wow. How long had she been behind the counter? Does she make commision??

02-24-2006, 04:40 PM	#3 (permalink)
billable Join Date: Feb 1 2006 Location: Tennessee Age: 62 Posts: 2,077 Rep Power: 103	Re: Employee having problem selling lotions Got any other applicants?

02-24-2006, 04:47 PM	#4 (permalink)
aeltiger I love Derf!! Join Date: Feb 13 2006 Location: Deep Down South Age: 45 Posts: 276 Rep Power: 19	Re: Employee having problem selling lotions Honestly, she is GREAT with everything else and is willing to learn approaches to better selling. Her previous experience and willingness to come in anytime I call her is invaluable. Most importantly, I can trust her. She is basically part of my family and is the most honest person I have ever met. I want to give her to opportunity to learn more before axing her!

02-24-2006, 04:55 PM	#5 (permalink)
caribbean tan man DERFTALK FBI AGENT Join Date: Jul 29 2003 Location: northeast Age: 48 Posts: 3,632 Rep Power: 46	Re: Employee having problem selling lotions so then get her trained!

02-24-2006, 04:57 PM	#6 (permalink)
shelsland Join Date: Feb 10 2006 Location: Michigan Posts: 306 Rep Power: 66	Re: Employee having problem selling lotions Is she on commission? Maybe set a goal for her that she has to sell atleast "1" bottle per shift above "X" price to get commission for that shift... Ask her what are the biggest objections she is hearing and do a role play with her on what she could say to overcome that objection. If its simply price as the objection, the customer needs to understand the value the higher priced lotion will provide them. Just some ideas...good luck and let us know what you tried and how she is doing!!! :) __________________ Shels Land Land of the Free, Because of the Brave

02-24-2006, 05:05 PM	#8 (permalink)
mikejones Join Date: Sep 30 2005 Posts: 641 Rep Power: 22	Re: Employee having problem selling lotions you haven't helped this person at ALL. Shame on you all. NOW, the reason she can't sell it is cause you haven't explained to her the difference between the low end product (basic UV accelorator, basic moisturisers, synthetic ingredients) over the higher end products (advanced skin care, all natural ingredients, anti aging properties) also, if you are selling AG, most people will go for the cheapest as that stuff is kinda not the best. You should have seperate lines for your high end and low end lotions (if you don't already). AG is very stupid. Their Swedish Beauty line is SUPPOSED TO be their higher end stuff YET they release $100 bottles of lotion with AG badges on it. Kinda like Toyota releasing a $100K car with TOYOTA badges and not as a Lexus. Makes no sense other than just random price labeling. __________________ I need a dime that's top of the line Cute face slim waist wit a big behind

02-24-2006, 05:08 PM	#9 (permalink)
billable Join Date: Feb 1 2006 Location: Tennessee Age: 62 Posts: 2,077 Rep Power: 103	Re: Employee having problem selling lotions Some of the first things that I try to teach my employees is that; 1. You can't count how much money someone has by looking at them and, 2. Just because it is what you like, that doesn't mean everyone else will like it. If there was one best lotion, I wouldn't stock 5,000 different lotions (ok, maybe that is an exageration). 3. If Australian Gold prices Crystal at $100 and Cheeky Brown at $21(?), who am I to argue that Cheeky Brown would be just as good? I say it is $79 better. Hope this helps. __________________ Waiting list candidates 96,910 as of July 8 2007 at 4:23pm www.caregivertalk.org online caregiver support group

02-24-2006, 05:10 PM	#10 (permalink)
aeltiger I love Derf!! Join Date: Feb 13 2006 Location: Deep Down South Age: 45 Posts: 276 Rep Power: 19	Re: Employee having problem selling lotions I currently have Designer Skin, Swedish Beauty, Caribbean Gold and AG Colorology. We have lotions that range from $15-$70. I want to sell more Spellbound, Whisper, and Swedish Beauty.

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