Teresa

I have an employee who is selling about $1.30 LPPA and after her little review she told me that $1.50 couldn't be done. She had an appointment today so I worked her shift....$2.34 LPPA...it can be done.

I tried telling her she is not asking the open ended questions like I taught her. She sayes "yes, but I do ask everyone". I guess she though that after 19 years of doing this I don't have any idea what works ....now she knows it works. Time for retraining on the open ended questions, maybe she'll listen a little more this time around.

Nichole74

Do you have a typed list for them to refer to on the open ended questions you use. I would love to have them for our staff!!

Teresa

I don't have a list, but there are really only a couple that I use:

What lotion will you be using when you tan today?
How do you like that "helix" that you have been using?

I suppose there are others but those are the two that I use most often. It just has to be a question that they cannot answer with a yes or no. If you make them answer with a sentence you start a conversation and your odds of closing a sale go up significantly.

viptanner

You know Teresa, I don't know about you, but I can't stand it when I am told that a goal "Cannot be met" or "There is no way we can hit that". They might as well tell me "I'm too lazy to sell today" or "Why don't you find someone to take my place".
Attitude is everything. When setting goals, I feel that if it has been done before, we can do it again, and lately I hear alot of "Well that was then and with the economy the way it is".... Is this just an excuse?

Mori

Okay guys... the average Canadian bottle of lotion sells for $45.00. It takes 10 sessions on average to finish a bottle of lotion.... what's that... $4.50 per person per session ?!!!!

Another way... 10 people walk into the salon, you only sell 1 of the 10 on a bottle of lotion... average $45.00... average per person $4.50.


Are you going to tell me that you can't sell 1 out of every 10 people 1 friggen bottle of lotion???

MJ

Teresa,
That is great ..but I have to say this:
EMPLOYEES WILL NEVER HAVE THE VESTED INTEREST IN SELLING LOTIONAS MANAGERS AND OWNERS DO.

I have found that a little incentive goes along way! You can also pit them against each other...a healthy competition doesn't hurt anyone.You can train and give list ..if they do not want to do it ..they won't.. then you fire them
I have my employees on a Min LPPA of 1.50....to bad to sad.
I have combined it with competition and incentives for the most improved.

Soo it really isn't as mean as it sounds.
I am a salon owner ..I need to make money if you can not do that for me, I get employee that can. I am sure you can find a tactful way to explain that your employees.

Okk so I am PMSing today.. I speak my mind and they listen..
I do not know if they like what I say.. but believe it our not I have 3 employees that have been with me for over 2 years and they are great.
But some will test you to see what little work they can do and get away with it..including sales.
DO NOT LET THEM!
Have a great day... I need to go take a midol..
MJ

Baybbunz

I would love to know what lotion your using that lasts 10 session mine last 5 maybe 6 I dont know maybe I get a little lotion happy

Bronze Star

Quote:
On 2002-06-11 16:56, MJ wrote:
You can also pit them against each other...a healthy competition doesn't hurt anyone. MJ


I don't completely agree with this statement being on the other side of the fence. I'm encountering difficulties with a woman at work who is insisting that I am making life impossible for her to sell lotion. She has no vested interest in selling lotion other than her own personal profit... which is fine until it impacts the salon, the employees and the clients. As of late, she would prefer me to clean beds for 9 straight hours and her hog all the lotion sales because she "needs the money". All day I hear "I've got to kick your ***." and "I'll do anything I can to outsell you." It's gotten tiresome and frankly I wish she would just take a flying leap.

I sell lotions because I know they help the clients and they make the salon money. I am glad I get commissions off of them... but I was selling lotions like crazy before we started tracking our sales, before I saw freakin' dime one. I could care less if I get paid another commission... I'll keep selling, as long as she shuts up and gets out of my face.

BTW, this is the same one who CAN'T multitask to save her life.

BooBop

Laurie when she says these things to you just tell her she better get started. I am assuming she means in lotion sales, of course. When she learns the technique you have learn she will do better. Not until.

I have had employees complain that this person bought that lotion from jane but I actually sold her on it last night. Well sorry, you didn't collect the money last night. Competition is just that Competition. Learn to play the game.

Laurie, keep on keepin on, you know your stuff and that is why you are a good sales person.

Drew D

MJ,
I must agree with you. I hire people in as bed cleaners. I then offer them the opportunity to get Tan Smart certified. If they do this they can work the counter (and clean beds) and make commision. This helps me weed out the people that have no aptitude for sales. Interesting enough, I have one girl that I hired as a favor to her Dad. At first she was very intraverted. I did'nt think it was going to work out. Then I pushed her to get certified or she might be out of a job. She did and is one of my best. We ran a sales contest last month on lotions. Volume was calculated according to hours worked. First prize was $100.00 cash. Quess who won, my diamond in the rough. I must say I was very pleased. Many do not realize at first that this is a sales job first. I sit down each month and establish obtainable goals for the month. I belive goals are the road map to life. Without them people will wonder aimlessly. I do not take excusess for not meeting them. They know they won't be fired for not making it at first, but the fear of failing consitantly is their.