Page 30 - Sales & Service Excellence 2019

RECOMMEND & DEMONSTRATE
FOUNDATION
RECOMMENDATION
HELP YOUR CLIENT FIND THE CORRECT SHADE WITH THE 2-STRIPE TEST METHOD:
1. The right area
to test a foundation
is on the jaw line. Apply to a small area of skin on the lower cheek, to the side of the mouth. (Careful: not on chin which tends to get reddish, nor on neck which is always whiter, nor on hands that have a different skin tone).
Use a cotton pad and Tonique Douceur to cleanse this area.
3. Select 2 foundation shades close to her skin tone
Apply one stripe of each shade along the prepared area with a cotton bud.
Offer the client a clean mirror and invite her to lightly blend the 2 shades (one away from the other).
Let her choose the shade. She may prefer a slightly lighter or darker one, once you advise her of the closest shade to her skin tone..
2. Apply 1 drop of Génifique
to the back of your hand, then lightly apply over the clean area of the client’s skin. According to her skin type, you can also apply a moisturizer.
“Did you know that beautiful make-up needs perfect skin texture?”
4. Blend the shade and end with a “Beauty
Moment”
from the Lancôme Service Menu: “Luminous Complexion” (see step 5 Cross-sell via a Service).
28 SALES & SERVICE EXCELLENCE