Employee having problem selling lotions

[glowtanning530]

Comission was how I got my girl selling. I dangled a carrot she reached for it. It enncouraged her to learn

[caribbean tan man]

what part of the training do you not understand! push the lotion you want to sell more of when a client ask go right for the higher end stuff dont even acknowledge the cheap stuff and dont sell alot of under $30 lotions. hand out sample to non beleivers and get rid of the caribbean gold line!

[lisa@oceantan]

sometimes lotion companies will mail out informational DVDs. I have one from Designer Skin which role plays the good sale and the bad sale. I need to find it...

[totaleclipse1]

What lotions does she use? I have found that once you try the better lotions ... its easier to recommend because tehy DO work better and thats why they cost more

[bronzeman11]

Well, it sounds like she just needs more opportunities. I don't really teach my staff to " just go for the higher priced lotions" for each customer. If i'm the consumer, that's pretty transparent. It does take some time & experience to match the right lotion with the right customer. I just think this approach builds trust with your customers. I've tried to simplify things and not carry so many different brands and types. For the most part i'll have 2 choices for an accelerator , 2 bronzers and 2 tingles. lower price point & higher. Seems to be working much, much better. I had a girl that sounded very much like the one being described. Honest, hard working types with personality will outlast the "hustler" types who customers don't trust & usually won't get repeat sales. This girl ironically enough won our lotion contest this week. I think she finished with a little over $650 ( which is really good for us at this point) Give her more time and keep teaching her.

[aeltiger]

What kind of commission do you pay? How much do they get? I'm totally new to this and need some help. What percentage of my sales should be lotion?

[bronzeman11]

I pay them 10% on all retail. I don't have a quota they need to meet and i'll have a "lotion contest" once a month. ( $25 )They say you should ideally be at 30 % but i always thought that was high. I'm usually in the 15-20 % range.

[body tan]

TC1 is right, give her a bottle of real good stuff to use and she will sell it. Take the cheap line out of your salon, keep 1 or 2 that are below the $ 25 mark. And one and last final thought. Does the area your salon is in support the $ 45-$60 a bottle?

[tanman0302]

I just got my girls Smart Tan trained and they ALL passed with honors. I am doing a special where the customer gets a Free upgrade session if they spend more than $20 on a lotion and 2 upgrades (in the biggest bed) if they spend over $40. two of my four employees ALWAYS sell the $18 bottle of lotion!!!

[Soakinuptherays]

I suggest you spent time training her one on one.

Find out why she is not selling.

* Is she intiminated by the process?
* Is she not comfortable suggestive selling?
* Does she not understand why tanning products help tanners get the results they want?
* Does she not understand the products and what they do?

Once you know the issue then you can solve the problem.