how many do this

[Drew]

put the 100 plus dollar bottles on the shelf in prime position....and SELL DOWN.

So, a customer say "how much is a lotion"? You say, "anywhere from 25 dollars up to 125 dollars...there is a wide range of products"

then show them the 125 dollar stuff and say "now, some people think this is a bit more than they want to spend and I understand that completely....and we have EXCELLENT lotions for much less....like this value premium product for just 75 dollars that is 95 percent as good as the top of the line."

something like that......

[blondjuls]

With a customer that I do not know their buying habits I do this:

Start off mid-range price, $40-$50 bottle and gage their response. This is the easiest place to start because you do not want to send them into sticker shock if they are a modest purchaser, but at the same time you can easily move them to the higher end products from mid-range if they seem comfortable with the price and want a better quality product.

Starting off too high or too low, especially if they aren't used to the pricing of indoor tanning products or the quality of the product can turn them off completely.

[CIT]

I just sell $125 bottles for $80( still making 400%)

[justin78626]

I start at the top! I was a sales specialist for Best Buy years ago. BBY is a great company and teaches excellent business to it's staff. They teach Best, Better, Good. This is a top down selling strategy that works! Always, start with the best and work down from there based on the customers response! All they can do is tell you no right? It is also good to ask questions to "trap" the customer if you will. "So do you want the best skincare you can get" "How dark do you want to get and how fast" Then THIS HERE CT7 Bronzer is what you want! Also, I teach the girls to somewhat try and figure out the customers spending habbits as the pick the level beds they tan in. Obviously most level 1 customers won't be spending a 100 bucks on a lotion right ? But who knows stranger things have happend! The whole question thing works with memberships as well! After showing the salon we ask "so how long do you plan on tanning" and sort of lead them into their answer "more than two months" (here if you tan more than two months you make up for the 20 membership fee) Some are tanning for an event so you know what to sell them but most will be like well "yeah" and "and you like saving money right" well then you will probably want to do the membership (eft) this will save you ten dollars a month and get you a poster full of vip membership benefits! And it comes out of your account every month so you don't have to worry about when a payment is due! if they say "oh well i dont like stuff to come out of my account" oh well we also offer a three month package that saves you 30 bucks vs just paying month by month ! how can they say no? right? Not very often most of the time you gotem !

[maggietan]

ALWAYS the highest price then down...................that is a must in any sales........