01-06-2014, 07:03 PM | #1 (permalink) |
Join Date: Apr 21 2004 Location: Frisco, TX
Posts: 1,502
Rep Power: 20 | Real Sales Training We talk so much about salon structure, equipment mix, marketing, advertising and price structure among other equally important salon issues. Even if we have all of these business model concerns exactly as they should be the heart of our business must be addressed. Actual sales and sales training. You can be a very small salon with one or two employees, a large salon or salon chain with a great many employees. You still must obtain the skills for yourself, your managers and your sales associates that will actually drive the performance of your salon. It first starts with you the owner. You can't depend on your employer or manager to teach you how to be a great sales person. You must search out the information and training that will allow you to develop your personal sales skills and transfer that information and skills right down the line to all of your employees. The sooner you realize that you must teach your employees the art of and importance of communication and building a relationship with tanners so that they establish a level of trust and comfort in your salon and with your staff that allows the money to flow. This can only be achieved with an appropriate period of in store and real time training by example and one on one and group training that is provided continuously through monthly sales meetings. You must hire people that are comfortable approaching anyone and striking up a conversation and impressing on them the importance of establishing a report with each and every tanner by establishing their individual needs. Teaching your staff the importance of establishing a relationship and giving real techniques to do so. Just like with your children it takes repetition for these skills to sink in and consistent reminders of the importance of these skills. This is the same as managing a sports team. Your monthly sales meetings must be devoted to sales training with real scenarios addressed and acted out. You must also reinforce this training with sales incentives that are fun and targeted to products and services that are most important to you. This is a broad stroke for how to make sales training work for you but with support for you from qualified advisor's on how to best utilize your sales staff and salon structure to maximize income potential you can drive the success of 2014 instead of hoping for a great season. Be prepared and stay prepared. make the changes that will make you and your staff a top notch crew. |
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