njchica

This is a biggie. I never asked anyone "Can I help you?" because it is a reflex to say "no." It was always "who are you shopping for today?" or "what size can I help you with?" You'd be surprised at how effective this technique is!!!

When discussion lotions, don't ask "Do you need lotion?" Try "What lotion are you using?" or "Which lotion would you like to sample today?" Don't make it easy for a customer to say NO.

tangirl

Great point. I always ask, "What lotion are you using today?" "Are you looking to try something new?"

When it comes to selling packages, "Do you find that you tan pretty regularly or are you preparing for an event?" This helps narrow down what kind of tanner this person is.

Teresa

Great point, never ask clients a yes or no question, most of the time you won't get the answer you want to hear. If you ask "what lotion will you be tanning with today?" it is very difficult for them to tell you "no
" and if they do have a good lotion and are running low you can help them figure out what they want next, usually they will just get it then, while the remember which one it is. If they have alot of lotion you can add on a moisturizer or facial tanner. Sometimes they have it all, darn, but that just means you did your job right the first time.

Kimmee

This is a great topic.

I always like to ask my customers... what sample do you want to try today? They know I always check to make sure they have thier lotion and/or eyewear and if they don't I am like "what sample would you like to get with your Winkease today?"

I love seeing the customers with the larger bag of everything from face to lip balm!

I have a basket of lotions and such on my counter with a huge sign that says " Get me for almost free" they always are touching and looking and it is a great impulse purchase point!"

Sometimes it is 2.00 samples or that last bottle of lotion you are phasing out.