Episode Title: How to Close the Sale

Host: Connie Holm

Episode Summary: In today’s episode, we’re diving into one of the most crucial skills for service-based professionals—closing the sale. Connie Holm shares strategies learned from recent experiences at major events like the National Women's Show and the Ottawa Wedding Show, where she and her team showcased Spa Olivia's offerings. Whether you're dealing with hesitant, interested, or straightforward clients, Connie's insights provide a roadmap to making closing the sale feel effortless and rewarding.

Introduction

• Welcome: "Welcome to ‘Outside the Treatment Room,’ the podcast about the business side of the beauty industry. I’m your host, Connie Holm, and today we’re discussing closing the sale—a critical skill in our profession."
• Personal Story: Connie discusses her experiences at recent events, the types of customers she encountered, and the methods she used to draw them in and start meaningful conversations.

Client Types & Closing Strategies

Types of Event Attendees:

• Non-Looker: Uninterested and avoids eye contact.
• Curious but Cautious: Interested but wary of a sales pitch.
• Direct Communicators: Upfront about their interest or lack thereof.

Sales Strategy Outline:

• Strategies for interacting with each client type.
• Tips on keeping prospective clients engaged and interested without being pushy.

Step 1: Prepare Yourself & Your Team

• Know Your Products/Services: Confidence in your offerings instills trust in clients.
• Understand Client Needs: Practice active listening to align recommendations with their goals.
• Build Genuine Connections: Personalize interactions to build trust and rapport.

Step 2: Educate, Don’t Push

• Position Solutions, Not Sales: Present products/services as solutions to client needs.
• Incorporate Storytelling: Personal stories like Connie’s experience with laser hair removal offer relatable solutions.
• Recommend Naturally: Mention products/services as part of the treatment process.

Step 3: The Closing Conversation

• Set the Stage for Next Steps: Offer clear next steps or product recommendations during and after treatment.
• Use Positive Language: Confident, direct phrases resonate more with clients.
• Gauge Interest with Questions: Use open-ended questions to invite client feedback.

Step 4: Handle Objections Gracefully

• Normalize Objections: Objections are natural; handle them confidently.
• Feel, Felt, Found Technique: Empathize with client concerns and offer reassurance.
• Offer Alternatives: Provide budget-friendly options or suggest signing up for promotions.

Step 5: Seal the Deal & Follow Up

• Clarify Next Steps: Guide clients clearly toward booking or purchasing.
• Book Next Appointment: Like a dentist, encourage clients to book their next visit before leaving.

• Quote of the Day: Lori Richardson says, “Selling is really about having conversations with people and helping improve their company or their life.”
• Final Thoughts: Closing a sale is about meeting client needs and building a trusting relationship. Confidence, empathy, and preparation are your biggest allies.
• Social Media & Contact: Follow @rosegoldlearning on social media or email [email protected].
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Thank you for tuning into this episode of the Outside the Treatment Room podcast!

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