Tag consulting

Tag consulting

Therapists Can Sell- Your Spa Retailing Tip # 3

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In the previous blog-post (Therapists Can Sell-Your Spa Retailing Tip-2),  your therapists were given an overnight assignment. They selected their favorite retail product sold at your spa which they use on a daily or regular basis. They needed to familiarize themselves with the product and develop a presentation describing the smell, look, texture and benefit.

Tip #3 Today, again in groups of three, each therapists will give a presentation of their product. Their teammates will rank their presentation on a scale of 3-10; 3, the lowest simply means that they can improve and 10 means very well done. Don’t begin the ranking using “1 or “2” because the mere willingness to make a presentation is worth a “3”.  The presentation should be judged by the therapist’s description of the product’s smell, appearance, texture, customer benefit and knowledge of active ingredients. Confidence, body language, animation and excitement level will also be graded.

back of class

After the presentation team members should feel free to ask any questions which they feel a customer might ask pertaining to the product. The therapist should feel very comfortable answering their questions, if they don’t,  more product knowledge is needed.

Provide your team with forms which they can use to write the number of their assessment on the areas being rated. Here is a template-

Presentation description  Rating
Product Smell
Product Look
Product Texture or Feel
Product Benefit
Active Ingredients
Body Language/Confidence
Tone of Voice
Excitement/Animation Level

This process should be fun and not cause stress. Impress upon each team member that this process is a simply a measurement for improvement and can be performed among themselves. If any of your therapists receive high ratings in all areas, discuss why this occurred as it can be duplicated. Respect the personality type of each therapist and don’t expect to get the same level of animation from an introvert as from an extrovert. Keep in mind that listening, not talking, is the key to up selling services and higher retail sales.

 

 

Therapists Can Sell-Your Spa Retailing Tip # 2

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spa team yoga master and stylistIn my first blog your task was to have your therapists select their favorite place, food or person. They described their selection to their team members who should have been paying close attention to the body language, tone, animation and excitement level of the speaker telling the story. You should have been taking notes on each therapist to record their particular level of enthusiasm as no two people are alike. This exercise would help you to determine and set the emotional baseline of the therapist who is selling your retail products. Read More

Do A Few Things Brilliantly

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I’m a fan of Chef Gordon Ramsay. Not the wild uber critical persona he displays on his American show , Hell’s Kitchen, but the kinder, gentler mentor and advisor that he is on his British program- Ramsay’s Kitchen Nightmares.

I remember watching an episode about a restaurant owner who had 50 or more items on his menu. The restaurant was in a shambles and the chef was losing money like crazy because he had to stock the ingredients of all the dishes he offered. He had very few customers because his food didn’t taste good. He was trying to do too much. Read More