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| Encouraging Your Team to Sell Retail |
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February 10th 2010 - What is your most effective strategy for getting your team to sell retail?
COACHING, COACHING, AND COACHING! Some team members may not understand that sales are important to the salon, may be uncomfortable with selling, or they may actually have a fear of selling retail. Coaching and training is the best and most effective strategy to creating a motivated and well versed team. Having an extensive training system that really works is key! When a new hire comes aboard, ask them to listen to “Conquering Retail Phobia” CD, by Coach Kristi Valenzuela. Once they have listened to the CD, list 3 things that they got from the training, and then have them list 3 actions they are going to take immediately! Give them a few weeks to put that into action, while checking periodically on their progress or challenges. Then have a discussion about what they learned. If one of your experienced team member gets stuck on the importance of retailing, ask them to review the same CD, “Conquering Retail Phobia,” to remind them of why selling retail is important to the salon, and help them get over any discomfort in selling your retail products. If they follow the same procedures of listing 3 things learned and 3 planned actions, and also get some face time with you to discuss this with a positive approach, they will soon be “unstuck” and on their way again! Keeping a "Salon Education Library" and supplementing your team's training by having them listen to audio CDs makes it easier to coach and train, when, as business owners, we do not always have as much time as we need for training. This system for learning is a great way to get them up to speed faster! Coach Shelly |
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