Do you find yourself saying any of the statements below?
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I have to constantly remind my staff to discuss home care—I feel like I’m nagging.
We are always bringing in educators. The team is motivated for a few weeks and
then sales die down.
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Unless we run a contest, they don’t try.
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It’s always the same people winning the contests.
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I don’t think money motivates them. They are more afraid of rejection than the
possibility of a few extra dollars.
They sell what they like and the rest of the products just sit there.
They roll their eyes and show resistance every time they need to learn about new
products.
They chat about everyday life to their clients and say they have no time to retail.
No matter where you operate in the
world, your team members are only
human. Like every human being, they
are subject to the roller coaster of
emotions that could make them inconsistent, exert low energy, feel
overwhelmed and, ultimately, disengage
from the sales conversation. Relying on
your team not only puts a lot of pressure
on them and risks depleting their
creative or healing passion, but it is no
different from operating your business
with only 50 percent of your assets. Just
like a restaurant that relies on ambiance
to create a mood to encourage guests to
drink and eat, your spa can use strategic
subconscious cues to stimulate buying
desires in order to engage your guests
and drive their buying cycle—all without
being too salesy.
Imagine walking into Starbucks or
your local food hotspot and relying
solely on the staff to stimulate your
appetite and help you make a purchase
decision. Regardless of what you think
of our popular modern-day franchises,
you can agree that without the mouthwatering images and seasonal offers,
people just wouldn’t be tempted to line
up a