[Cosmetics Correspondence Course]
Chapter Three Excerpt - Selling
18 Steps to a Professional Sales Exchange
1. Keep counters clean and spotless at all times.
2. Make sure you look immaculate and well groomed.
3. Smile.
4. Always acknowledge the customer's presence.
5. Use an appropriate approach to greet the customer.
6. Communicate carefully with the customer (asking questions and listening) to discover her needs and wants.
7. Recommend the appropriate products and/or treatment.
8. Describe and demonstrate the products to the customer.
9. Explain clearly how, where and when to use the product and how much to use.
10. Stress the benefits.
11. After demonstrating, encourage the customer to read the packaging.
(This acquaints her with the product.)
12. Place the products facing in reach of the customer at all times.
(This gives the customer a feeling of possession.)
13. Assist the customer in making a buying decision.
14. Recognize and handle any objections the customer has.
15. Propose alternatives and give samples where necessary.
16. Write two personal charts for the customer, outlining immediate and future products/services.
17. Keep one personal chart for your records; ensuring it contains the customer's name, address, and telephone number.
Send the other copy with the customer for her reference.
18. Encourage your customer to return to your counter in approximately two weeks.
(This will permit you to have a follow up for your business.)
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