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Old 11-17-2003, 11:29 AM   #1 (permalink)
 
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Just wondering what all of you use as your sales tactics for selling lotions...I am currently trying to train my employees to sell more lotions to clients and train them on the best way to explain the benefits of selling lotions...
What sales pitches do you use, what tactics get your customers to realize they need lotions for the best possible tan?
Thanks for the help...
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Old 11-17-2003, 03:48 PM   #2 (permalink)
 
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BronzeBabe... I am having the same issues however, I realized that I sell the most lotion when I am here (which is most of the time)and I do that by being excited about what I am selling. So I am trying to teach my employees about each product we sell and the benefits of each as well as by having them try the products and get excited about them. When you really like a product and you talk about it with clients they sense that and want to try it.
I dont really use a sales pitch. I just explain how lotion is beneficial to thier skin. New lotions now have the anti-aging properties and skin firming properties which we all love and is beneficial plus I tell my clients that moisturized skin tans better than dry skin.
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Old 11-17-2003, 04:45 PM   #3 (permalink)
 
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Whether you carry Cal Tan or not, I would recommend getting a copy of their Lotion Sales Techniques video. It demostrates how to sell lotion and some of the rebuttals you can use. We incorporate some of their ideas from the video along with just down ole knowledge of our clients...it seems to be a good combination for us.
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Old 11-18-2003, 11:39 AM   #4 (permalink)
 
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One of the things we do here in my salon, is a sales competition between the girls. Whoever sales the most products for the month, get a surprise. Whether it be a $20 gift certificate somewhere, to me taking them out to dinner. It really works great and pumps the girls up.
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Old 11-18-2003, 01:02 PM   #5 (permalink)
 
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I do that too with my girls. Whoever sells the most lotion recieves a gift certificate or I give them a free bottle of their favorite lotion. We also do a raffle. A lot of times you get those deals where you buy a bottle of lotion and your distributor will match it with a free one or 50%off. So we will have a raffle...sell each ticket for $1.00 and at the end of the moth we raffle off a bottle of lotion that we maybe got for free. My clients love it.
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Old 11-18-2003, 02:44 PM   #6 (permalink)
 
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I like the idea of a raffle, who wouldn't spend $1....you would be crazy not to!
I am planning on doing some sort of spiff for my girls on who can sell the most of this or that or just in general the most $$ in lotions, I have never tried this approach so I am hoping to see an increase in lotion sales.
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Old 11-20-2003, 02:06 PM   #7 (permalink)
 
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I have found that if the clients actually see you using your own product selection they are more prone to listen to you when you are giving them the low down on the products. I have also found that by offering several different types of lotions in the 3 price ranges, I sell more. (price ranges: Under $10, $10-$20, and over (usually kits)
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Old 11-20-2003, 02:42 PM   #8 (permalink)
 
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I used to manage a chain of four tanning salons and would take my girls to Smart Tan every year. Incorporated with the Smart Tan certification class is a lotion and sales training and always when we came back from there, the girls would be pumped to try all the new samples that they recieved and start selling because they knew exactly what each lotion could do for you (sales went up 10%). Now that I am on the other side of the business and we approach our Smart Tan date, I look forward to being able to help educate all the business about the new 2004 products and getting their salon certified. That is my advice to you; find a Smart Tan class in your area and let your employees test all of the lotions that you carry so thay know exactly what they do and what they feel like so they are well informred when a customer asks.
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Old 11-20-2003, 04:49 PM   #9 (permalink)
 
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I have training classes that i have like 2-3 times a month to keep the girls motivated and on top of sales tecniques.This is very good to do especially if you have more than one salon because you get more feedback from the employees. Also in these classes they do alot of role playing which is very important cause if there to scared to talk to the customer they won't be able to sell much. And a good way I put to customers that don't believe lotion is good to use is i tell them that if you take a sponge that is dried out and pour water on it it scatters just like the rays will do to there skin.And if you take a sponge that is damp it will soak it up just like the rays will do to your skin when you are using lotion. The employees also have to be confident in what they are selling and not to get discouraged when someone tells them No!

Heather Hart
Sandollar Corperation
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Old 11-20-2003, 09:27 PM   #10 (permalink)
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We just started offering 10% off lotions if purchased at the same time as their package. It is amazing how much more lotion we have sold as a result.
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