Page 50 - Sales & Service Excellence 2019
P. 50

                CLOSE SALE & CELEBRATE
CLOSING THE SALE
CLOSING THE SALE IS THE MEANS BY WHICH THE BEAUTY ADVISOR HELPS THE CLIENT DECIDE, AFTER THE CONSULTATION, WHICH PRODUCTS TO PURCHASE. THE MORE TRUST AND CONFIDENCE THE BEAUTY ADVISOR HAS BUILT WITH A CLIENT DURING THE CONSULTATION, THE MORE SEAMLESS AND NATURAL THE CLOSE OF THE SALE WILL FEEL - FOR BOTH THE CLIENT AND THE BEAUTY ADVISOR.
The thought of asking for a sale can cause anxiety for some. If you have properly welcomed and engaged your client, uncovered her needs and presented products, the closing is the natural next step. While you should never assume you are “owed” a sale, you should not feel anxious about asking for it. Another way of defining “asking for the sale” is “by helping your client make the best purchasing decision.” Once you ask for and earn a sale, you have a client that may become a loyal and repeat Lancôme client.
Let the client tell you when he or she is finished shopping. Avoid saying “Will that be all?” or “Is there anything else I can get for you today?”
Trust that your client will let you know when they have finished, because they always do! Devote your attention to your clients as long as they are interested, and answer all of their questions. Even if the client does not make a large purchase, your time will be well spent because you are creating a positive impression of Lancôme, the services and education that we provide.
During the closing, you may be tempted to inform the client of every current promotion or new product launch before transitioning to the cashwrap. Before doing so, ask yourself if this is the client’s best interest. Do you feel this information would benefit the client, by all means share it; but limit the discussion to 1 or 2 topics at most.
Practicing your closing technique is the best way to overcome any anxiety you may experience.
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