What are the most effective selling practices?

The relationship between the employee and the client often determines the ease of the sale. Here are some proven steps that I hope will help:

• Qualifying client needs and wants is your first step. Analyze their concerns. Ask questions. Find out what they are thinking and what they prefer.

• Discussing the benefits of the products you are prescribing will help build confidence and shed doubt on the part of your client.

• Client participation equals client ownership. Consumers relate to hands-on examples that reflect final results. Package and product images also influence the decision to purchase. Allow the client to touch and feel the products.

• Customize the solution for the client. Solve his or her problem. Answer questions. Discuss issues that could range from allergies to financial constraints.

• Let them know they should begin their at-home treatment as early as tomorrow. Then hand them a card with your number on it to satisfy their need for security.

• As clients cash out, make sure to book their next appointment and remind them that this program is designed to meet their needs.

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