Page 36 - Sales & Service Excellence 2019
P. 36
RECOMMEND & DEMONSTRATE
FRAGRANCE
RECOMMENDATION & APPLICATION
1. Identify your client’s personality and understand her motivation and olfactory tastes.
How many fragrances should you present to a client? No more than three. In fact. two are perfect, especially for the woman who doesn't really know yet what she likes.
Adapt your presentation and vocabulary to the information received from your client and its typology. (Image = story, brand, ambassadress / olfactory = fragrance description and inspiration, richness of some ingredients, etc.).
2. Propose to perfume your client
with her/his chosen fragrance (preferably on his/
her skin).
3. Link through use /gesture to complementary products from the same range
(body, bath/shower lines).
Close the visit by offering her a Lancôme Service, or proposing her a make-over with the make-up look of the current fragrance visual.
34 SALES & SERVICE EXCELLENCE
