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To sustain your facility’s growth and to ensure profitability, sales training must be an ongoing part of your management team’s effort. There is a tendency to assume that team members know more than they do, and that product knowledge offered by visiting supplier reps qualifies as sales training. Nothing could be farther from the truth.
Teaching your team how to become more skilled at selling is your job and can be a challenge if you or your facility’s manager lack the experience. Products typically do not sell themselves. Even if you are proud of your staff members’ retail numbers, you shouldn’t get too comfortable. For the remainder of 2011, be sure to budget time to find new ways to motivate and educate your team in order to increase sales.
Sometimes it is as simple as going back to the basics practiced when you started your business, and then polishing up your skills. Below are five essential sales skills that are necessary for your team members to practice. Cover each one in your next team meeting, even if it is just you and your receptionist.
Some skin care professionals have a tendency to invest too much time talking or visiting during Step 1, rather than establishing a good rapport for a smooth transition to identify the client’s needs. It is important to move from Step 1 to Step 2 quickly to best move on in the process.
Selling Power magazine reports that individuals can increase their selling proficiency 100% by working with a selling system, maintaining a positive mindset or attitude, and learning how to easily communicate the features and benefits of their products as they apply to the customer’s needs.