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Motivating Your Retail Sellers: 6 Do’s and Don’ts

Kate Wind March 2014 issue of Skin Inc. magazine
Motivating Your Retail Sellers: 6 Do’s and Don’ts

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As important as it is for you to be proud of your spa and skin care treatments, it is just as valuable to feel equally proud of your product sales. Motivate your team to turn the “I am just looking” client into a product-buying diva.

Most shoppers use the “just looking” line when they are not engaged. Either they don’t know what they are looking at, or they don’t know what they are looking for. Here are six tips to motivate your sales team. Pick one or two, and soon you will love your retail area. No complicated sales pitches required—promise.

Retails do’s

Do incentivize. Typically, spas incentivize with a small commission based on the retail sales amount. Although money is a great motivator, product incentives may be a better choice. By letting team members experience the product firsthand, they can offer personal testimonies—a top motivator in making a sale. This is a particularly helpful technique to build confidence, while ensuring stronger sales in the long run.

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