Why Selling Feels So Hard
Through our research, we've learned that having the confidence to talk about products and ingredients for retail sales is the hardest part of a Skin Care Pro's job. So we wanted to find out what makes selling feel so hard!
Here are 3 reasons...
01
This first reason is a lesson in psychology. As humans, we don't want to be separated from the group.It's always been necessary for our survival to stay close to other humans and not be "cast out" where animals could attack us more easily. When you sell, you have an unconscious fear of not being well received and being "cast out".
In other words, our unconscious mind tells us that the person we are talking to might not like or believe what we're saying and that they will tell others about their feelings.
Luckily, we don't need to be nervous about lions and bears as frequently as we used to. It requires a mindset switch, but it's possible to overcome this fear.
02
It's a hassle!
You have a lot to worry about between treatments. From filling client info forms, laundry, and flipping your room, where is the time to sell? It can be really maddening if you don't have the time or resources to sell.
However, you know home care is so important for your clients' results! The amount of treatments you can provide in a day is limited, but retail sales could be infinite!
As hard as it is to block out extra time, it's worth-while in the long run. Here are just 2 reasons:
* If you sold 1 extra product at $60 to each client (assuming you're seeing about 6 per day on average) you'll earn an additional $360 per day. Adding an extra 5 minutes to sell between treatments takes 30 minutes out of your day. You've now traded 30 minutes for $360.
* If you can't add extra time between treatments because you would need to deny a client or you're already booking several weeks out, it's time to raise your prices! Yes, some clients will fall away, but you'll be able to improve your sales through added treatment income and added retail sales! You'll have more time to focus on each client and their skin will thank you for it!
03
I'm sorry to say it, but sometimes it just comes down to attitude. Maybe you've experienced an annoying salesperson in the past and you don't want to come off as pushy. This can also be a deeply unconscious attitude that leaves you with a negative feeling in your stomach and you just don't understand why it's so hard for you to sell (like we talked about in reason #1).
Your belief that its "not for you" perpetuates your negative feelings around selling.
Identifying these 3 key reasons it feels hard to sell is the first step in learning how to grow and shift your perspective.
Luckily, there's a sales technique that removes that pushy and sales-y feeling. It's called Social Learning and Skin Care Lit. uses it to teach Skin Care Pro's how to grow in their careers. Sign up for our newsletter to learn more insight on social learning that we only share by email HERE
WRITTEN BY MARA JENKINS
