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The Stigma of Sales
By: Jamie Scalise
Posted: April 28, 2010, from the May 2010 issue of Skin Inc. magazine.
page 3 of 5
Myth. “I feel uncomfortable in the expert role.”
Fact. A tough love approach to this would be to just get over it. A more toned down version is, if you don’t become the expert, the client will find someone else to fill that role. So find a way to gain more confidence, perhaps through additional training, and grow into that expert.
Myth. “Clients come to me for services, not products. This is a feel-good industry; we’re nurturers, not sales people.
Fact. Clients come to you for both services and products. Nurturing and selling are not mutually exclusive, so get used to doing both.
For another unique perspective, let’s play devil’s advocate and operate from the standpoint that somehow therapists who actively sell products and services are not client-focused. How does this approach affect the very clients that you are supposed to be serving?