It is highly relevant of having knowledge of use and application, especially in the case of skin care products. Knowledge and usage experience can guide in the application and inform about the quality of the product to the potential users. After that, it is the personal choice of the user to purchase the product or not (Henley, 2011).
Good listening skills help in becoming more productive and effective worker. They allow a salesman to understand the work at hand, build rapport, work in team environment, resolve problems, answer questions and uncover the meaning of others needs (McKay, n.d.).
Clients like to work with people who know them and like them, who demonstrates they care beyond making sales and someone who will keep them in mind when something new and of their interest comes to them. It is in the best interest for offering that type of treatment and cultivating relationships on which customers can count on (Hopkins, 2006).
When clients know about the product benefits that make them feel relevant or important, they come to depends on the salespeople and businesses they can trust to have their interests and needs at heart (Hopkins, 2006).
Clients should be referred to product specialist when they enquire about information that sales person is not fully aware of, it is better o refer them to the product specialist rather than makes recommendations without significant information.
Sometimes clients voice an objection relating to the product it is called a product objection. Few clients voice objection about an individual or the company it is called a source objection. When clients complain about the price of the product, it is called price objection. For overcoming these objections, start categorizing the objections on the basis of their characteristics. Start searching for solutions by listening to the customers and do not argue with them (Web Books).
In case the client cannot afford the skin care product recommended, the best way to maintain a relation or sustain them as future customers is by offering them something for free. It can be free samples, free knowledge or if possible discounts on their purchases.
Many sales people rely on experience of others or their experience of selling products. It is important to remember that a salesman cannot control what happened to close a lost sale, but they can choose their response.
The FDA requires the label of products sold to contain specific information. Product sellers need to comply with FDA regulations and laws that are followed by the big companies. In the beauty industry it is important to identify two crucial laws. Firstly, FD&C Act (Federal Food, Drug and Cosmetic) Act of 1938, and FPLA (Fair Packaging and Labeling Act) of 1966 (Irizarry, 2013).
If a customer is visiting the store, the best time to approach them is when they cannot find a product on the store shelves or need recommendation on the type of product they need.
Whereas, approaching a customer should be specifically while working hours to ensure client is not disturbed during their personal time.
If people are not aware where the retail products are located on their store shelves, it will be difficult to locate when the customers ask for them standing in the salon. Knowledge of the location in the salon helps in finding the product the customer needs quicker.
Some of the common policies that are followed in a salon for selling products are; no refunds, no cash refunds, only credits refunds, products sold are legal obligations of companies selling them and the salon is simply the sales outlet.
Create contests and invest in prize for the winner and offer commission over every sale made to the incoming customer. These two are enough to motivate and incentivize the employees.
References
Heaney, L . (2011). Knowledge is Beauty - Caring for Your Individual Skin Type. Available: http://heaneyl.hubpages.com/hub/Skin-Types-How-to-Guide-for-Easy-Skin-Care. Last accessed 1 June 2014.
McKay, D.R. (n.d.). Listening Skills Why You Need to Be an Active Listener. Available: http://careerplanning.about.com/cs/miscskills/a/listening_skill.htm. Last accessed 1 June 2014.
Hopkins, T. (2006). Building Client Relationships. Available: http://www.entrepreneur.com/article/166512. Last accessed 1 June 2014.
Weeb Books. (n.d.). Types of Objections and how to handle them. Available: http://www.web-books.com/eLibrary/NC/B0/B67/64MB67.html. Last accessed 1 June 2014.
Irizarry, M.Y. (2013). Skin Care—Then and Now: Product and Professional Regulations. Available: http://www.skininc.com/spabusiness/regulations/Skin-CareThen-and-Now-Product-and-Professional-Regulations-185420112.html. Last accessed 1 June 2014.
