Spa Super Sellers-Hidden in Plain Sight
A bird in the hand is worth two in the bush. That’s why as an “industry insider” I am constantly surprised at how spas and hotels continue to miss the obvious. The spa industry is losing millions in revenue from retail product sales. Obviously if you resolve that problem, a lot will begin to correct itself in the way of market share, customer and employee retention.
What the spa industry doesn’t see is right in front of their eyes every day.
Retail products are recommended and sold primarily by therapists. Sales is a skill set therefore sales training should be an imperative.
I’m not talking about product training. Most therapists already have knowledge about the products. What they need most are skills and techniques that help them to verbally interact more effectively not be a walking product commercial. They need support on how to heighten the experience of today’s customers who seek greater engagement and personalization.
When they are provided with the right training and support you can attain fantastic results like our clients- increases of 500% and higher.
“Everyone shines, given the right lighting.”
― Susan Cain
When most people think of sales training, they envision outgoing, high-fiveing, fist bumping extroverts. They don’t think of the quiet introvert which most spa therapists are.
Introverts communicate best one-on-one or in smaller groups. Consider that their work is performed in a serene setting with few interruptions. This preference gives insight to their personality type.
When it comes to training introverts, it takes one to know one. As a former therapist I am most effective when I put myself in my student’s shoes. Classroom learning was almost always problematic for me unless the environment was extremely safe.
The best sales training for therapists is non-traditional. It is quiet, supportive, non-threatening. It enhances qualities that they already possess; listening well, intuition, creativity and sensitivity. Ironically, these are also the keystones of selling.
If the spa industry really wants to change retail results for 2018, it’s time to try something new.
Linda Harding-Bond
